GTM Operations Manager

As our GTM Operations Manager, you own the reliability, coherence, and usability of the systems that underpin our go-to-market motion. You’ll ensure our tools, data, and workflows are set up to execute reliably with high fidelity, by steering a clear roadmap of our GTM architecture that outlines future opportunities for innovation. Your work directly enables the productivity and confidence of every GTM team member leveraging our tools seamlessly and seeing continuous improvement of their day-to-day usage.

Success looks like: GTM team members who spend their time on prospects and customers, not on workarounds. A tech stack that is well-documented, well-integrated, and evolving intentionally. Insights should surface automatically and friction disappears before anyone has to ask.

How You'll Operate

First, you map. Document and visualize the full GTM tech stack — how every tool connects, where data flows, and where handoffs happen. Build a clear picture of the prospect and customer journey across systems so the entire team shares a common understanding of how our infrastructure works and where the gaps are.

Then, you reduce friction. Audit day-to-day workflows across GTM roles. Identify the manual steps, definition misalignment, duplicate data entry, unclear routing, and missing visibility that slow people down. Fix the obvious things quickly; build a roadmap for the rest.

Then, you evolve intentionally. Own a living tech stack roadmap that reflects where OTS is going — new tools to evaluate, integrations to deepen, platforms to migrate to, and capabilities to build. Make the case for investments that unlock new operational capacity.

Key Responsibilities

Systems Architecture & Program Management

• Own and maintain a living, visual map of OTS's GTM tech stack — documenting how tools integrate, where data flows, and where dependencies exist across Marketing, Sales, SDR, Customer Success, and Support.

• Map the end-to-end GTM prospect and customer journey across all systems, from first touch through renewal, identifying where data handoffs occur and where continuity breaks down.

• Maintain clear, accessible documentation for all GTM systems — integration configurations, field mappings, routing logic, and workflow dependencies — so the team can operate and troubleshoot with confidence.

• Serve as the internal authority, requirements gatherer, and thought leader on how OTS's GTM systems connect.

Day-to-Day Workflow Efficiency

• Conduct regular workflow audits across GTM roles — identifying manual steps, redundant processes, unclear handoffs, and missing automation that create friction or consume time that should go toward customers.

• Design and implement workflow improvements that increase the speed, clarity, and ease of day-to-day GTM operations — from lead routing and data entry to reporting access and task management.

• Build lightweight internal tools, views, and dashboards that surface the right information to the right people at the right time — reducing the need to export data, run manual queries, or ping other teams for status.

• Partner with team leads to understand role-specific pain points and translate them into durable operational improvements, not one-off fixes.

Integration Management & Data Fidelity

• Own the integrations between GTM platforms — HubSpot, Salesforce, Salesloft, Intercom, product usage, and adjacent tools — ensuring data flows accurately, completely, and without duplication or silent failures.

• Establish and maintain data quality standards across GTM systems: field definitions, object relationships, naming conventions, and enrichment logic that support reliable reporting and consistent operations.

• Monitor integration health proactively — identifying sync errors, broken workflows, or data inconsistencies before they affect team performance, and resolving them with urgency.

• Ensure a single, shared version of the truth is maintained across Marketing, Sales, and Customer Success — from top-of-funnel attribution through Finance.

Visibility & Insight Infrastructure

• Build and maintain the reporting infrastructure that gives GTM team members and leadership clear, timely visibility into funnel performance, team activity, and pipeline health — without requiring manual data pulls.

• Define and govern the KPI framework for GTM operations: what we track, how it's calculated, where it lives, and how it's surfaced to different stakeholders.

• Proactively identify gaps in GTM visibility — metrics that aren't being captured, processes that aren't being measured — and build the infrastructure to fill them.

Tech Stack Roadmap & Evolution

• Own a rolling tech stack roadmap that reflects OTS's current needs and future direction — identifying tools to evaluate, integrations to deepen, capabilities to build, and platforms to consolidate or sunset.

• Evaluate new tools and vendors with rigor: understanding how they fit into the broader data ecosystem, what operational overhead they introduce, and whether they unlock meaningful new capacity for the GTM team.

• Manage the vendor lifecycle for GTM platforms — renewals, configuration updates, user provisioning, and ongoing optimization — in coordination with Finance and IT.

Who You Are

Operational Excellence Mindset

• You take genuine ownership over the systems that enable others to do their best work. You notice friction before it's reported, and you fix it before it compounds.

• You care as much about sustainability as speed — the workflows and integrations you build are documented, maintainable, and designed to scale.

• You're energized by turning complexity into clarity: a messy integration, an undocumented process, or a broken data flow is a puzzle you genuinely want to solve.

• You communicate with precision and empathy, translating technical realities for non-technical stakeholders and business requirements for engineers.

Technical Aptitude

• Deep hands-on experience with CRMs — particularly Salesforce and HubSpot — including object modeling, workflow automation, field configuration, and integration architecture.

• Comfort working across the GTM tech ecosystem: marketing automation, SDR tooling, enrichment platforms, CS platforms, and the integrations that tie them together.

• Ability to trace data through a complex system, spot where it leaks or corrupts, and build durable fixes — not just patches.

• Experience building or managing integrations via native connectors, middleware platforms (e.g., Zapier, Make, Workato), or direct API configuration.

GTM Context & Curiosity

• You understand the day-to-day reality of GTM roles — what slows down an SDR, what creates confusion for an AE, what makes a CSM's job harder — and you build for those people, not just for the system.

• First-principles problem solver: you ask "Why does this process exist, and is it still the right one?" before reaching for a tool or workaround.

• Strong documentation instincts — you leave things clearer than you found them, and you treat good documentation as a form of leverage, not overhead.

• Obsessive learner with a track record of teaching yourself new platforms, tools, and workflows as the GTM landscape evolves.

Required Skills

• 5+ years of experience in GTM Operations, Revenue Operations, Sales/Marketing Systems, or a closely related function.

• Demonstrated ability to build consensus among senior, cross-functional stakeholders on competing requirements, and to translate that alignment into a clear, executable program plan.

• Proven hands-on experience with Salesforce and/or HubSpot, including administration, workflow configuration, and integration management.

• Demonstrated ability to document, audit, and improve GTM workflows and system integrations at a cross-functional level.

• Strong analytical skills with the ability to trace data issues, validate integration accuracy, and maintain data quality standards across systems.

• Excellent communication skills — able to translate between business needs and technical implementation, and document systems for non-technical audiences.

• Strong organizational skills with the ability to manage multiple workstreams and competing priorities in a fast-paced environment.

Preferred Skills

• SQL proficiency for self-serve data analysis, debugging, and validation.

• Hands-on experience with Qualified, RB2B, Clay, or similar enrichment, intent, and analytics platforms.

• Experience building internal dashboards, reporting views, or lightweight tools to unify data across systems.

• Familiarity with integration middleware platforms (Zapier, Make, Workato) or direct API configuration.

• Background in B2B SaaS, ideally in a high-growth stage company.

Our Values

• Confident Humility: We lean into our strengths but “know what we don’t know.” You’ll bring bold ideas to the Senior Leadership Team while viewing asking for help as a sign of strength.

• Mission-Driven Ownership: You take responsibility for anything that affects the OTS mission, even if it’s “not in your job description.”

• Compassionate Candor: Direct communication is the fastest way to find solutions. You’ll give and receive honest feedback to help our GTM engine scale.

• Teamwork: We are all rowing in the same canoe. There is no such thing as “somebody else’s problem.”

• Grit: Building something great is hard. You embrace the uncertainty of bold goals with passion and perseverance.

• Kaizen: You believe that getting 1% better every day compounds into massive outcomes.

About On The Stage

On The Stage (OTS) started in the arts — and we’ve never left. What began as a platform built for theatre makers has grown into the ticketing, marketing, and fundraising engine powering the full spectrum of live entertainment: from K–12 drama programs and community theatres to professional performing arts organizations, comedy clubs, music venues, multi-venue entertainment complexes, immersive experiences, and location-based entertainment.

Founded by Tony and Olivier Award-winning Broadway producer Hunter Arnold alongside Silicon Valley tech veterans, we were built from the inside out — by people who came from the arts and understood what was missing. That origin shapes everything: the language we use, the problems we prioritize, and the conviction that every live entertainment producer — non-profit or commercial, a school drama teacher or a West End producer — deserves access to the same infrastructure that powers Broadway.

Today, OTS serves thousands of organizations across the US — non-profits and commercial producers alike. Our all-in-one platform delivers Broadway-caliber infrastructure: ticketing with mobile-first checkout, a native CRM, automated marketing, a full fundraising suite, in-checkout revenue accelerators, and real-time reporting — all sharing a single patron record. Whether the goal is filling seats, cultivating donors, or maximizing revenue per transaction, every feature serves one mission: helping live entertainment organizations endure, expand, and prosper.

We believe in power without complexity — intuitive enough for a solo educator to launch in minutes, sophisticated enough to power the most complex commercial productions. OTS is at a pivotal growth stage, and the GTM infrastructure we build today will directly shape how we reach and serve the next wave of live entertainment organizations. This role sits at the center of that.

For more information, visit: www.OnTheStage.com

All your information will be kept confidential according to EEO guidelines.