Sales Operations Manager

Sales Operations Manager - Alcatraz AIPlease watch this three-minute video first: https://docs.google.com/videos/d/1XXmqeqsbwmn8XowgDZdPeX6_HJEi_n_iu863UDEssLY/edit?usp=sharing Position OverviewType: Full-time / RemoteCompensation: $4,200--$5,000/month (experience-based)Contract Type: Independent contractor (you will be responsible for your own taxes and benefits)Must-HavesBased in Mexico (working with U.S. operations)Fluent English (written & spoken)7+ years of experience in B2B OperationsAbout Alcatraz AIhttp://alcatraz.ai | https://www.linkedin.com/company/alcatraz/Alcatraz is transforming physical security with autonomous access control powered by AI. Their solutions deliver secure, frictionless, and privacy-focused authentication to enterprises worldwide. As they scale, they're building a high-performing operations infrastructure to support their GTM teams and drive sustainable growth across key markets and verticals.Sr.-GTM-Operations-Manager-Alcatraz-AI-1.docx I'll help you incorporate the strategic objectives and initiatives from the attached image into the GTM Operations Manager job description. Here's an enhanced version:GTM Operations ManagerAlcatraz is seeking a strategic and hands-on GTM Operations Manager to architect, optimize, and scale the systems, processes, and data models that connect Marketing, Sales, and Customer Success into one truly unified GTM engine. This is not a traditional Marketing Ops or Sales Ops role rebranded as Rev Ops. You'll be the structural backbone behind our lead-to-renewal lifecycle, responsible for ensuring data accuracy, operational alignment, and insight-driven decision-making that accelerates pipeline velocity and drives sustainable growth.This role requires a builder's mindset. You'll own the end-to-end GTM stack (currently HubSpot and connected tools), shape the data foundation that informs company strategy, and design processes that empower our teams to operate with clarity, consistency, and impact.You'll report to the SVP of Marketing with a dotted line to the CRO, and you'll collaborate closely with leaders across Sales, CS, Operations, and Finance.Primary ObjectiveStrengthen Marketing Operations to Enable Scalable, Measurable Growth by building repeatable, efficient processes and establishing data-driven systems that support rapid expansion and consistent performance across all GTM functions.Initial Success Metrics (First 12 Months)Improve campaign-build time to 1 week through a repeatable playbook and standardized templatesComplete HubSpot data cleanup and archive/de-dupe at least 80% of outdated or unqualified contactsEnsure 80%+ of launched vertical campaigns follow the new campaign timeline templateLaunch and adopt a multi-touch attribution model by Q2Key ResponsibilitiesGTM Stack Ownership (Architecture and System Integration)Own the design, integration, and optimization of our marketing, sales, and CS tech stack (HubSpot, LinkedIn, Apollo, and supporting tools)Execute comprehensive HubSpot data cleanup, establishing governance standards to maintain data quality and prevent future degradationEnsure accurate data flow, field mapping, and documentation that align Marketing, Sales, and CS into one system of recordPartner with IT and Finance on system security, access governance, compliance, and audit readinessContinuously evaluate and evolve the stack to support future stages of scaleCampaign Operations & Demand Generation EnablementEstablish and implement a standardized campaign hierarchy structure across all Demand Gen programs to improve attribution clarity and ensure consistent tracking across all lifecycle stagesBuild repeatable campaign playbooks and timeline templates that reduce campaign-build time to one week while maintaining quality and consistencyRedesign campaign taxonomy to support better attribution, reporting, and cross-functional alignmentOperationalize the new Funnel Journey framework across lifecycle stages, ensuring seamless handoffs and trackingFunnel Management & Revenue Process DesignBuild and operationalize a full-funnel lead-to-cash framework including scoring, routing, lifecycle definitions, pipeline structure, and opportunity hygieneOptimize lead nurturing and scoring by refining MQL criteria and automating follow-up workflows to boost MQL-to-SQL conversion ratesImplement nurture streams for inactive leads and update lead scoring models for better qualificationDeploy Time-Decay scoring models and establish protocols to delete old dead leadsAlign cross-functional teams on standardized definitions (MQL, SAL, SQL, Closed-Won, Renewal) to ensure clarity and consistencyDesign guided selling workflows, sales playbooks, and automated processes that improve lead quality, conversion efficiency, and forecast reliabilityData Governance, Reporting & Strategic InsightsEstablish the single source of truth for revenue data, ensuring accuracy, hygiene, and governance standards across systemsEnhance pipeline forecasting and reporting by developing improved dashboards and completing data cleanup in HubSpotLaunch and operationalize a multi-touch attribution model by Q2 to better understand marketing's impact across the customer journeyCreate and maintain dashboards that track pipeline coverage, velocity, conversion rates, ROI, churn, and full-funnel performanceDeliver insight-driven, executive-ready analyses that answer the "so what?" behind the data and inform strategy, resourcing, and spendStrategic Planning & ForecastingSupport annual and quarterly planning across pipeline targets, coverage models, bookings, and revenue goalsPartner with Sales and Marketing leadership to model capacity, productivity, and investment scenariosDevelop and monitor KPIs that guide performance and highlight opportunities for optimizationProcess Automation & Efficiency EnablementIdentify and automate inefficient handoffs, workflows, and cross-functional processes to reduce friction and accelerate time-to-valueDevelop responsible, secure use cases for AI to enhance accuracy and efficiency while protecting data integrityDrive continuous improvement across the revenue engine by simplifying processes and eliminating operational bottlenecksQualifications7+ years of experience in B2B Operations (Revenue, Marketing, or Sales) with a proven track record of success in a high-growth startup environment with complex buyer journeysExpert-level, hands-on proficiency in HubSpot (Marketing Hub & CRM) including advanced campaign management, data hygiene, attribution modeling, and lifecycle automationSignificant experience with other Marketing Automation Tools, Sales Ops Tools and CRM systems with the ability to evaluate business needs agnostic of a dedicated toolsetDemonstrated experience unifying GTM systems and teams across Marketing, Sales, and CSProven track record of implementing lead scoring models, nurture programs, and attribution frameworks that drive measurable improvements in conversion ratesExperience redesigning campaign structures and taxonomies to improve reporting accuracy and cross-functional alignmentHighly analytical with proven ability to build executive dashboards and translate complex data into clear strategic recommendationsComfort working in ambiguity with a builder's mindset, able to create structure from scratch and evolve systems as the business growsStrong collaborator with a track record of influencing cross-functional stakeholders and creating alignment around shared revenue goalsWhy You Should Join AlcatrazAt Alcatraz, we're not just modernizing access—we're humanizing security. As pioneers in AI-powered facial authentication, we're shaping the next generation of trust and identity.Trusted by global enterprises and backed by leading Silicon Valley investors, we're scaling fast. You'll have the opportunity to make a direct and meaningful impact on our next phase of growth and help define how the world sees us. Join a team that moves boldly, challenges convention, and believes innovation starts with integrity.Application ProcessOnce you apply, you'll receive a 26-minute TestGorilla assessment to evaluate your problem-solving skillsIf you score well, I'll invite you to a video interview, and afterward I'll share personalized feedback from our conversationAfter the interview, you'll complete a take-home testFinal step: You'll meet with the hiring manager