GTM Operations Manager

Overview

About the Role & Team

IDC is seeking a GTM Operations Manager to strengthen day-to-day execution, process discipline, and change management across the Commercial organization.

The Business Operations Manager will make sure that as new processes, tools, and initiatives roll out, they actually take hold — that the field understands what’s changing, systems and data stay clean, and issues get caught and fixed quickly. This role sits closest to where the work happens, and is most responsible for making sure it happens right.

Much of the work is hands-on. The Business Operations Manager will monitor process compliance and data quality in day-to-day systems, field and resolve inbound questions, coach front-line teams through change, and support the reporting that keeps transformation initiatives on track.

What You’ll Do

Process Compliance & Systems Integrity

• Own recurring process-compliance monitoring and CRM auditing (e.g., Salesforce) to ensure the commercial process is followed consistently and accurately across teams.
• Identify gaps between how work is supposed to happen and how it’s actually happening, and partner with process owners to close them.

Inquiry Intake & First-Line Resolution

• Serve as the first point of contact for incoming questions and issues from the field, triaging by urgency and complexity and resolving what you can directly.
• Escalate more complex issues to the right owner, track them through to resolution, and follow up to confirm the underlying cause was addressed.

Deal-Level Execution Quality & Data Integrity

• Review deal-level activity and records for accuracy and completeness, catching and correcting errors before they affect downstream reporting or decisions.
• Investigate recurring quality issues to their root cause and recommend fixes to process, training, or tooling.

Field Change Management & Coaching

• Support the roll-out of new processes, tools, and policies by coaching front-line teams through the change and reinforcing adoption day to day.
• Identify where confusion or resistance is showing up, and feed those patterns back to leadership and process owners to improve future roll-outs.

Reporting & Systems Support for Transformation Initiatives

• Support broader transformation and modernization efforts with accurate, timely data extracts, reporting, and system-administration tasks.
• Partner with Revenue Operations, IT, and other teams to keep systems and reporting aligned as processes and tools evolve.
• Flag data or reporting risks early as new systems and processes are introduced, so leadership has an accurate picture before issues compound.

Characteristics of Success

• The successful candidate will be a hands-on, detail-oriented operator who is comfortable being the first line of defense on process and data quality. They will notice when something looks off, dig in to understand why, and fix it — or make sure the right person does.
• They will be a natural coach and communicator, able to explain the “why” behind a process change to a busy or skeptical front-line colleague, and patient enough to answer the same question well multiple times without losing precision or tone.
• They will also be organized and responsive under a steady stream of inbound requests — able to triage what’s urgent, track what’s open, and keep issues moving to resolution rather than letting them pile up.
• Above all, this person will be someone the Commercial organization can count on to keep execution clean, so that new processes stick, data stays trustworthy, and small issues get caught before they become big ones.

What You Bring

• 3–6+ years of experience in Business Operations, Sales/Commercial Operations, Deal Desk, Change Management, or a related field.
• Experience supporting CRM process compliance, data quality, or systems administration (Salesforce or similar platforms preferred).
• Comfortable fielding a high volume of inbound questions and requests, triaging by urgency, and driving them to resolution.
• Experience coaching or supporting front-line teams (e.g., sales reps) through process or tool changes.
• Strong attention to detail and comfort digging into data to identify and correct errors or inconsistencies.
• Experience supporting reporting, data extracts, or systems work for broader transformation or modernization initiatives.
• Working proficiency in Excel; comfort with reporting and business intelligence tools.
• Clear, patient communication style, with the ability to explain process and policy to a range of audiences.
• Strong organization and follow-through; able to manage multiple open issues at once without losing track.
• Ability to work across functions and navigate ambiguity in a fast-moving environment.

Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

If this role relocates to a different country, the salary range will be updated to reflect that country's range, rather than a currency conversion of the original range.

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