Go-to-Market (GTM) Operations Manager

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We are building a team of trailblazers, who embody growth, impact, and excellence. Job Description Our Vision At Pinnacle, our vision is to make the world reliable, one customer at a time. Reliability, to us, means customers can trust that their facilities operate when and how they are supposed to - safely, efficiently, and continuously improving. We help our customers increase safety, efficiency, and performance by deeply understanding their goals, solving real problems, executing with discipline, and staying aligned every step of the way. This is not abstract - it is how we work, every day. How We Work: The Pinnacle Way Every role at Pinnacle operates within The Pinnacle Way (TPW). This is not a set of values on a wall - it is the standard by which we hire, work, and measure our success. We Understand We seek to understand the real goals, constraints, people, and dynamics at play - not just what is said out loud. We listen carefully, ask thoughtful questions, and adjust when our assumptions are wrong. We Solve We take ownership of problems. We collaborate, think creatively, and build thoughtful solutions - especially when the path forward is not obvious. We Execute We value disciplined execution. Our work is organized, intentional, high-quality, and delivered with consistency. We follow through and hold ourselves accountable. We Align We communicate clearly and proactively. We keep each other and customers informed, aligned, and never surprised by outcomes or progress. Who Thrives at Pinnacle Across every function, level, and role, successful Pinnacle team members consistently demonstrate these behaviors: - Hungry - You are driven, self-motivated, and energized by meaningful work. You look for ways to contribute beyond what is asked. - Humble - You prioritize team and customer success over personal recognition. You give credit, accept feedback, and own mistakes. - Smart - You learn quickly, think critically, and navigate complexity with curiosity rather than intimidation. - No Fear - You are comfortable with ambiguity, willing to take thoughtful risks, and resilient when things don't go as planned. These are not "nice to have" behaviors; they are essential. Position Go-To-Market Operations Manager - India Job Summary You will build Pinnacle's GTM operations function from the ground up, owning the systems, processes, and data that drive predictable pipeline and faster deal velocity for our software + services business. This is a hands‑on, individual‑contributor role reporting to the VP of GTM Strategy. Job Duties Design, implement and maintain the HubSpot-based GTM stack (CRM, marketing automation, reporting). Define and enforce lead-to-opportunity processes: MQL definition, routing, SLA, lead scoring, and handoff hygiene. Build, gate and operationalize sales pipeline stages (opportunity definitions, weighting, forecast hygiene). Automate lead routing, assignment, and response workflows to materially reduce lead response time. Create dashboards and weekly/monthly reporting for pipeline health, funnel conversion metrics, campaign ROI, and KPIs. Partner with Finance to align reporting (ACV, forecast accuracy, opportunity velocity) and enable deal-level analytics. Own data hygiene and integrations (forms, website, Apollo/ZoomInfo feeds, analytics), including deduplication, enrichment, and sync rules. Implement practical, scalable automation and lightweight GTM engineering (bots/agents/workflows) to remove manual work. Train and document processes for sales, marketing, and Hyderabad GTM team members; maintain runbooks. Drive continuous improvement: experiment with tooling and workflows, measure lift, and roll out proven changes Accountabilities/Results/Success for this role Lead response time reduced from days to minutes/hours. Improved MQL → SQL conversion and pipeline velocity (measurable month-over-month). Forecast accuracy and deal stage hygiene improvements. Number of qualified discovery meetings sourced via ops-enabled motions (ABM, inbound, outbound automation). Reduction in manual tasks through automation (hours saved per week). Required Qualifications/Skills/Competencies 8+ years in GTM/marketing operations, RevOps or Sales Ops; proven hands-on experience building processes from scratch. Deep practical experience with HubSpot (CRM + Marketing) - building workflows, custom objects, lists, scoring, and dashboards. Salesforce experience is a plus. Strong data orientation: comfortable with SQL / BI tools or Looker/Power BI/Looker Studio; able to translate data into actionable narratives. Demonstrated success implementing ABM operations and account-based routing/measurement. Track record of automating manual workflows (bots, API-driven automations, or no-code tools). Excellent cross-functional collaborator - experience partnering with sales leadership, finance, marketing, and product. Comfortable in a "scrappy" environment: pragmatic, bias for action, and able to document and standardize as you go

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