GTM Operations Lead

About the role

Gumloop is the AI automation platform for the enterprise. We give teams the power to easily build and deploy AI agents, in Slack, Microsoft Teams, or standalone, that automate real work across hundreds of integrations with no engineering background required. The platform has three pillars: Agents - Conversational AI assistants that use tools (integrations, workflows, code sandbox, MCP servers) to accomplish open-ended tasks. Unlike workflows that follow fixed paths, agents decide which tools to use and when, adapting based on context. Users configure agents with a system prompt, a model, and a set of tools. Agents can be deployed to a chat UI, Slack, or Microsoft Teams, and can run autonomously via scheduled or event-based triggers. Workflows - Visual, drag-and-drop automations composed of connected nodes on a canvas. Each node is a discrete operation (call an API, run AI, read a spreadsheet, send an email). Workflows are deterministic and repeatable. They can be triggered manually, on a schedule, via webhook, or by external events (new email, Slack message, etc.). Workflows can also be attached to agents as callable tools - the agent orchestrates, the workflow executes. Gumstack - Enterprise-grade MCP hosting, observability, and AI governance. Organizations provision managed MCP servers, control which AI models are available, audit every tool call, and enforce security policies across all agents and workflows. We're moving fast. Teams at Gusto, Ramp, Shopify, Samsara, Instacart, and Opendoor are already building and deploying AI agents on Gumloop to automate real work across their organizations. That's not a demo. That's production. We've raised $70M from Benchmark, First Round Capital, Y Combinator, Nexus Ventures, Shopify Ventures, BoxGroup, and The Cannon Project to build a world class team. Role Overview As a GTM Operations Lead focused on Gumloop's enterprise sales motion, you'll own the data and systems layer underneath everything we sell. The Salesforce instance, the measurement ontology, the territory and routing infrastructure, and the forecasting cadence that leadership trusts. This is a founding GTM Ops role at a Series B AI company. The systems and ontology you design will directly shape how Gumloop allocates headcount, targets markets, and reports to the board. You'll start as an IC partnered tightly with sales leadership, with a clear path to building a team as the function scales under you. You'll thrive here if you build, not maintain, and you can defend tradeoffs to a CEO and a Head of Finance in the same week.

Responsibilities

• Own Salesforce end to end. Data model, object architecture, stage definitions, ongoing administration.
• Build the measurement ontology that lets us cut the business by company size, vertical, motion, and initial-land scope.
• Design and operate territory carves and account allocation as the AE team scales.
• Stand up lead routing, enrichment, and MQL to SQL flow with monitoring and feedback loops.
• Run the forecasting cadence and pipeline review infrastructure trusted by Sales and Finance.
• Design quota and variable comp plans, then partner on a deal desk and sales enablement that ramp new AEs faster.
• Bring opinions on the GTM tech stack. What to keep, what to add, what to consolidate.
• What you bring
• 4 to 8 years in Revenue Operations, Sales Operations, or a closely related GTM role at a high-growth B2B SaaS company
• Deep Salesforce proficiency. You've architected the data model, not just queried it.
• Comfort across the broader GTM tech stack (Gong, enrichment, sequencing, forecasting, BI) with a point of view on how to evolve it
• Track record of building, not maintaining. You've stood up RevOps from scratch or rebuilt it after rapid growth broke it.
• Strong systems thinking. You design pipelines, not pull reports.
• Embedded experience across the full customer journey, not just downstream reporting
• High judgment under ambiguity, with strong communication and executive presence
• Bonus
• Consulting or investment banking background
• Experience supporting an AE team of 5 to 15 reps
• Familiarity with AI-native tooling or automation platforms
• Prior experience with quota design, territory carves, and variable comp plans

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