Go-to-Market (GTM) Operations Manager

Role Overview

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.

What You Will Do

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.

Why It Might Be a Fit

You will be expected to take ownership of your work and outcomes, seek to understand before acting, contribute actively to solving challenges, not just identifying them, execute with discipline, quality, and reliability, communicate clearly to maintain alignment with teammates and customers, demonstrate integrity, accountability, and respect in all interactions, and continuously learn, improve, and grow — personally and professionally.

Requirements

• 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.
• 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.
• Strong written and verbal communication skills; experience creating playbooks and training materials.

Benefits

• Health, vision, and dental insurance
• Life insurance
• Paid time off (PTO)
• Paid holidays
• 8 hours of volunteer paid time off (VPTO)
• Maternity and parental leave
• Quarterly town hall and fellowships
• Length of service awards where employees receive additional paid time off and bonuses to cover travel expenses for anniversary milestone trips (5, 10, 15 and 20 years)