Senior Operations Manager

Sr. GTM Operations Manager - Alcatraz AI Please watch this three-minute video first: https://docs.google.com/videos/d/1XXmqeqsbwmn8XowgDZdPeX6_HJEi_n_iu863UDEssLY/edit?usp=sharing Position Overview - Type: Full-time / Remote - Compensation: $4,200--$5,000/month (experience-based) - Contract Type: Independent contractor (you will be responsible for your own taxes and benefits) Must-Haves - Based in LATAM (working with U.S. operations) - Fluent English (written & spoken) - 7+ years of experience in B2B Operations About Alcatraz AI http://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 Manager Alcatraz 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 Objective Strengthen 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 templates - - Complete HubSpot data cleanup and archive/de-dupe at least 80% of outdated or unqualified contacts - - Ensure 80%+ of launched vertical campaigns follow the new campaign timeline template - - Launch and adopt a multi-touch attribution model by Q2 Key Responsibilities GTM 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 degradation - - Ensure accurate data flow, field mapping, and documentation that align Marketing, Sales, and CS into one system of record - - Partner with IT and Finance on system security, access governance, compliance, and audit readiness - - Continuously evaluate and evolve the stack to support future stages of scale Campaign Operations & Demand Generation Enablement - Establish and implement a standardized campaign hierarchy structure across all Demand Gen programs to improve attribution clarity and ensure consistent tracking across all lifecycle stages - - Build repeatable campaign playbooks and timeline templates that reduce campaign-build time to one week while maintaining quality and consistency - - Redesign campaign taxonomy to support better attribution, reporting, and cross-functional alignment - - Operationalize the new Funnel Journey framework across lifecycle stages, ensuring seamless handoffs and tracking Funnel Management & Revenue Process Design - Build and operationalize a full-funnel lead-to-cash framework including scoring, routing, lifecycle definitions, pipeline structure, and opportunity hygiene - - Optimize lead nurturing and scoring by refining MQL criteria and automating follow-up workflows to boost MQL-to-SQL conversion rates - - Implement nurture streams for inactive leads and update lead scoring models for better qualification - - Deploy Time-Decay scoring models and establish protocols to delete old dead leads - - Align cross-functional teams on standardized definitions (MQL, SAL, SQL, Closed-Won, Renewal) to ensure clarity and consistency - - Design guided selling workflows, sales playbooks, and automated processes that improve lead quality, conversion efficiency, and forecast reliability Data Governance, Reporting & Strategic Insights - Establish the single source of truth for revenue data, ensuring accuracy, hygiene, and governance standards across systems - - Enhance pipeline forecasting and reporting by developing improved dashboards and completing data cleanup in HubSpot - - Launch and operationalize a multi-touch attribution model by Q2 to better understand marketing's impact across the customer journey - - Create and maintain dashboards that track pipeline coverage, velocity, conversion rates, ROI, churn, and full-funnel performance - - Deliver insight-driven, executive-ready analyses that answer the "so what?" behind the data and inform strategy, resourcing, and spend Strategic Planning & Forecasting - Support annual and quarterly planning across pipeline targets, coverage models, bookings, and revenue goals - - Partner with Sales and Marketing leadership to model capacity, productivity, and investment scenarios - - Develop and monitor KPIs that guide performance and highlight opportunities for optimization Process Automation & Efficiency Enablement - Identify and automate inefficient handoffs, workflows, and cross-functional processes to reduce friction and accelerate time-to-value - - Develop responsible, secure use cases for AI to enhance accuracy and efficiency while protecting data integrity - - Drive continuous improvement across the revenue engine by simplifying processes and eliminating operational bottlenecks Qualifications - 7+ 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 journeys - - Expert-level, hands-on proficiency in HubSpot (Marketing Hub & CRM) including advanced campaign management, data hygiene, attribution modeling, and lifecycle automation - - Significant experience with other Marketing Automation Tools, Sales Ops Tools and CRM systems with the ability to evaluate business needs agnostic of a dedicated toolset - - Demonstrated experience unifying GTM systems and teams across Marketing, Sales, and CS - - Proven track record of implementing lead scoring models, nurture programs, and attribution frameworks that drive measurable improvements in conversion rates - - Experience redesigning campaign structures and taxonomies to improve reporting accuracy and cross-functional alignment - - Highly analytical with proven ability to build executive dashboards and translate complex data into clear strategic recommendations - - Comfort working in ambiguity with a builder's mindset, able to create structure from scratch and evolve systems as the business grows - - Strong collaborator with a track record of influencing cross-functional stakeholders and creating alignment around shared revenue goals Why You Should Join Alcatraz At 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 Process 1. Once you apply, you'll receive a 26-minute TestGorilla assessment to evaluate your problem-solving skills 2. If you score well, I'll invite you to a video interview, and afterward I'll share personalized feedback from our conversation 3. After the interview, you'll complete a take-home test 4. Final step: You'll meet with the hiring manager