GTM准备经理
GTM Readiness Manager
职位描述
作为GTM准备经理，在GTM组织中，你将帮助将产品和业务变化转化为可执行的市场进入策略。你将与产品、销售、市场、客户体验、客户成功、财务、法务、赋能、技术等团队合作，确保业务在运营上准备好将新产品、包装和其他商业变化推向市场。
你将在产品和商业执行的交汇点发挥关键作用，将产品决策转化为GTM需求，识别跨职能依赖关系，协调运营准备，并确保端到端的客户和销售体验按预期工作。这个角色让你有机会深入了解整个业务，并提升我们将日益复杂的产品和商业模型推向市场的方式。
你将成为产品与负责将产品变更推向市场的团队之间的关键连接点，确保团队保持一致并为发布做好运营准备。你还将帮助建立和扩展GTM准备能力，创建更清晰的流程，更早地识别依赖关系，减少发布摩擦，并使团队能够更快地行动并更有信心地执行。
职责
- 负责产品和商业变更的GTM准备，包括新产品发布、定价和包装变更、新SKU、迁移、弃用以及市场渠道的变更。
- 将产品决策转化为商业和运营需求，涵盖产品目录、定价和审批、合同、Salesforce/CPQ、计费和订单、配置和授权、薪酬、报告和客户生命周期等方面。
- 在开发周期早期与产品团队合作，了解即将进行的变更，识别受影响的GTM策略，并确定所需的决策、负责人、依赖关系和提前时间以实现准备就绪。
- 协调产品、销售、市场、客户体验、客户成功、财务、法务、赋能、GTM技术及其他受影响团队的跨职能准备，同时与负责具体决策和交付成果的团队保持明确的责任归属。
- 推动端到端的运营验证，定义关键业务场景，并确保适当的负责人在报价、订单、配置、计费、报告等方面验证完整的客户和销售体验。
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Role Description
As a GTM Readiness Manager within the GTM organization, you will help turn product and business changes into executable go-to-market motions. You will work across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, and Technology to ensure the business is operationally ready to bring new products, packaging, and other commercial changes to market.
You will play a critical role in translating product decisions into GTM requirements, identifying cross-functional dependencies, coordinating operational readiness, and ensuring the end-to-end customer and seller experience works as intended. This role sits at the intersection of product and commercial execution, giving you broad exposure across the business and the opportunity to improve how we bring increasingly complex products and commercial models to market.
You will serve as a critical connection point between Product and the teams responsible for bringing product changes to market, ensuring teams are aligned and operationally ready for launch. You will also help build and scale the GTM Readiness capability, creating clearer processes, identifying dependencies earlier, reducing launch friction, and enabling teams to move faster and execute with greater confidence.
Responsibilities
- Own GTM readiness for product and commercial changes, including new product launches, pricing and packaging changes, new SKUs, migrations, deprecations, and changes to routes to market.
- Translate product decisions into commercial and operational requirements across areas such as product catalog, pricing and approvals, contracting, Salesforce/CPQ, billing and ordering, provisioning and entitlements, compensation, reporting, and customer lifecycle.
- Partner with Product teams early in the development lifecycle to understand upcoming changes, identify impacted GTM motions, and establish the decisions, owners, dependencies, and lead times required for readiness.
- Orchestrate cross-functional readiness across Product, Sales, Marketing, Customer Experience, Customer Success, Finance, Legal, Enablement, GTM Technology, and other impacted teams, while maintaining clear accountability with the teams that own individual decisions and deliverables.
- Drive end-to-end operational validation, defining critical business scenarios and ensuring appropriate owners validate the complete customer and seller experience across quoting, ordering, provisioning, billing, reporting, renewal, support, and other applicable workflows.
- Identify and manage readiness risks, surfacing unresolved decisions, dependencies, and operational gaps early and driving them toward resolution or explicit risk acceptance before launch.
- Improve the GTM Readiness operating model by creating reusable processes, launch patterns, requirements frameworks, and automation that reduce manual coordination and make future launches faster and more predictable.
Requirements
- At least 8 years of overall professional experience.
- 5+ years of experience in Product Operations, Revenue Operations, Sales Operations, Commercial Operations, Business Systems, or another role supporting complex cross-functional GTM initiatives.
- Demonstrated experience supporting product launches, pricing/packaging changes, commercial model changes, or other initiatives requiring coordination between Product and GTM teams.
- Working knowledge of core SaaS commercial processes, including multiple areas such as opportunity-to-order, quoting/CPQ, pricing, contracting, billing, provisioning, renewals, compensation, or customer lifecycle management.
- Demonstrated ability to translate ambiguous product or business needs into clear operational requirements, dependencies, decisions, and execution plans.
- Experience independently coordinating complex initiatives across Product, Technology, Finance, Legal, Sales, and other business functions without direct authority over participating teams.
- Strong systems thinking, with the ability to understand how a change in one part of the commercial lifecycle can affect downstream processes, systems, data, and customer experiences.
- Strong written and verbal communication skills, including experience documenting requirements, facilitating cross-functional decisions, communicating risks, and driving clarity among stakeholders with different priorities.
Preferred Qualifications
- Experience working in a B2B SaaS or subscription-based business with multiple products, customer segments, or routes to market.
- Experience with Salesforce, CPQ, billing, commerce, provisioning, entitlement, or other systems supporting the quote-to-cash/customer lifecycle.
- Experience designing or improving product launch, commercialization, or GTM readiness processes rather than solely executing within an established process.
- Experience supporting products sold through multiple motions, such as self-service, direct sales, channel, reseller, or partner ecosystems.
- Familiarity with automation and AI capabilities that can simplify requirements gathering, dependency management, testing, and operational readiness.
Durable Skills
AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
- Awareness: Understand yourself and others.
- Judgment: Evaluate information and make decisions in complex situations.
- Adaptability: Learn, adjust, and stay effective through change.
- Connection: Communicate, collaborate, and build trust.
To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$149,200—$201,800 USD
US Zone 3
$132,600—$179,400 USD