GTM Strategy & Operations Analyst

About the Role

SolarWinds is seeking a highly analytical and process-oriented GTM Strategy & Operations Analyst to support the evolution and scalability of our global Go-to-Market organization.

This role will partner closely with Sales, Marketing, Customer Success, Finance, Business Applications, and Revenue Operations to evaluate, optimize, and operationalize processes that support the full customer lifecycle.

The ideal candidate brings a strong understanding of go-to-market and revenue operations, hands-on Salesforce experience, and the ability to translate business needs into scalable processes, reporting solutions, and operational improvements.

This individual will play a key role in connecting people, processes, systems, and data — identifying operational gaps, improving workflows, strengthening process consistency, and enabling better visibility and execution across the GTM organization.

Working closely with the broader GTM Strategy, Operations, and Analytics teams, this role will contribute to reporting and business intelligence initiatives while maintaining a primary focus on process design, operational execution, and continuous improvement.

Key Responsibilities

GTM Strategy, Process Design & Optimization

• Evaluate existing GTM processes to identify inefficiencies, gaps, bottlenecks, and opportunities for improvement.

• Design, document, and implement scalable processes across the customer lifecycle, including lead management, opportunity management, account management, renewals, and expansion.

• Establish standardized workflows, process documentation, SOPs, and governance frameworks to drive consistency across global GTM teams.

• Partner with functional leaders to understand business needs and translate them into actionable process improvements and operational solutions.

• Support the development and refinement of sales process frameworks, stage-gate criteria, operational workflows, and business rules.

• Identify opportunities to streamline manual processes through automation, improved system functionality, and process redesign.

• Proactively identify operational challenges and recommend solutions that improve efficiency, scalability, and overall GTM effectiveness.

Salesforce Reporting & Operational Insights

• Develop, maintain, and optimize Salesforce reports and dashboards to support operational visibility and business performance tracking.

• Provide reporting support and analysis across key GTM metrics, including pipeline health, sales productivity, process compliance, and customer lifecycle performance.

• Leverage Salesforce reporting capabilities and Tableau to deliver actionable operational insights and identify trends or areas requiring attention.

• Partner with the GTM Analytics team to ensure consistency in reporting definitions, KPI measurement, data integrity, and executive reporting.

• Translate reporting needs into business requirements and partner with Business Applications to implement scalable reporting and system solutions.

• Identify data quality issues and process gaps that impact reporting accuracy, forecast visibility, and operational effectiveness.

• Support the development of standardized reporting frameworks to improve consistency, governance, and visibility across the GTM organization.

Systems & Cross-Functional Partnership

• Serve as a business partner to Salesforce and Business Applications teams, translating GTM operational needs into system requirements, enhancement requests, and process improvements.

• Collaborate with Sales, Marketing, Customer Success, Finance, and Enablement to improve cross-functional processes, workflows, and handoffs.

• Support Salesforce enhancements, workflow automation, and system optimization initiatives.

• Partner with stakeholders to evaluate the impact of process and system changes and help ensure successful adoption.

• Identify recurring operational challenges and recommend solutions that reduce manual effort, improve data integrity, and enhance the overall user experience.

• Work closely with GTM stakeholders to understand evolving business requirements and ensure systems and processes support the organization’s growth.

Operational Execution & Continuous Improvement

• Support key GTM initiatives and operational projects from discovery and requirements gathering through implementation.

• Develop and maintain process documentation, training materials, and knowledge resources in partnership with Enablement and functional stakeholders.

• Monitor process adoption and effectiveness, identifying opportunities for ongoing refinement and improvement.

• Support operational rhythms, including pipeline reviews, business reviews, and other recurring GTM activities.

• Manage multiple operational priorities and collaborate across teams to drive projects forward and deliver measurable outcomes.

• Proactively identify opportunities to improve operational efficiency, scalability, and consistency across the organization.

Required Qualifications

• 4+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Business Operations, or a related field.

• Strong understanding of end-to-end GTM processes and the operational workflows that support Sales, Marketing, and Customer Success organizations.

• Hands-on experience with Salesforce, including report and dashboard creation, data analysis, troubleshooting, and understanding of core CRM objects and relationships.

• Experience translating business requirements into process improvements, reporting solutions, and system enhancements.

• Working knowledge of Tableau or similar business intelligence and visualization tools.

• Strong analytical and problem-solving skills, with the ability to identify trends, evaluate operational challenges, and recommend solutions.

• Experience documenting business processes, developing SOPs, and supporting change management initiatives.

• Excellent communication and stakeholder management skills, with the ability to collaborate across multiple functions and levels of the organization.

• Strong organizational skills and the ability to manage multiple priorities in a fast-paced, global environment.

• Demonstrated ability to work independently, take ownership of initiatives, and drive projects from concept through execution.
• Hands-on experience with Tableau and Salesforce

Preferred Qualifications

• Experience supporting a global or large-scale sales organization.

• Experience partnering with Salesforce administrators, Business Applications, or systems teams on CRM enhancements and automation.

• Familiarity with pipeline management, forecasting processes, sales methodology, and customer lifecycle operations.

• Experience with Salesforce Flow, workflow automation, or other process automation tools.

• Advanced Salesforce reporting capabilities and experience developing or maintaining Tableau dashboards.

• Experience supporting operational transformation, process standardization, or GTM systems implementations.

• Experience working in a high-growth or evolving business environment.
• Experience with GTM tools such as Outreach, ZoomInfo, Clari, Gong, Marketo/Pardot, Gainsight, or Salesforce

What Success Looks Like

• Improved consistency, visibility, and adoption of core GTM processes across the organization.

• More scalable and efficient workflows that reduce manual effort and operational friction.

• Improved Salesforce reporting capabilities and visibility into key GTM operational metrics.

• Stronger alignment across Sales, Marketing, Customer Success, Finance, Enablement, and Business Applications.

• Clearly documented processes, ownership, and governance across the GTM organization.

• Proactive identification and resolution of operational gaps that enable the GTM organization to scale.

• Successful delivery of operational improvements that create measurable business impact.