Manager, GTM Operations (Remote OK)

About this role

Arkose Labs is on a mission to create an online environment where all consumers are protected from spam and abuse. As a Fast Company 2025 Best Workplace for Innovators, we provide a proactive fraud deterrence platform, Arkose Titan, designed to neutralize modern attacks powered by Agentic AI and LLMs. By combining proprietary intelligence with dynamic friction, we undermine attacker ROI to protect global giants like Microsoft, Meta, and Roblox. Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA.

Position Summary

GTM Operations is where our revenue engine gets measured, paid, and improved. This role owns the operational and analytical backbone of that engine: the Salesforce instance our teams run on, the commission calculations that determine what our sellers earn, the margin analysis that tells us which deals are actually good, and the pipeline reporting that goes to our board every month.

It is a high-trust, high-visibility seat. The work you produce is read by sales leadership, finance, and the board, and the numbers you publish are the numbers the company acts on. If you like being the person whose analysis is trusted, and you're equally comfortable in a spreadsheet, a CRM object model, and a leadership conversation, this is a strong fit.

Primary Responsibilities

• Salesforce administration and reporting. Own Salesforce end to end: object and field configuration, reports and dashboards, workflow and automation, user management, and integrations with the rest of the GTM stack. Day to day, that includes closing out opportunities (adding products, reconciling ARR to FP&A figures) and handling ad hoc requests such as subscription changes, flow fixes, and data integrity cleanup.

• Commissions and variable compensation. Run the monthly commission and variable compensation calculations end to end for both the sales team and the solutions consultants. Own the calculation, the review process, the documentation trail, and the inevitable questions from reps about their statements. Lead the rebuild of the commission calculations using AI tooling, replacing manual spreadsheet work with something faster, auditable, and repeatable.

• Compensation plan design. Lead annual commission planning and plan design in partnership with Sales, Finance, Solutions Consulting, and Legal, including the plan language Legal revises each year. Model the cost of proposed plan changes and support the adjacent work that comes with them: territory and quota planning, tooling evaluations, process redesign, and systems migrations.

• Contribution margin analysis. Calculate, report, and own monthly contribution margin across deals, sales, and solutions consulting, so the company knows which business is actually good business.

• Board and executive reporting. Produce the monthly pipeline reporting that goes to the board and build the monthly Board Flash slides: stage-by-stage coverage, funnel stage changes, month-over-month movement, key GTM metrics, and the narrative that explains what changed and why. This takes both mechanical accuracy and the judgment to know which movements are signal and which are noise.

• OKR reporting. Gather, validate, and publish monthly companywide OKR progress, chasing down the inputs and, more importantly, flagging when a metric is drifting before it becomes a miss. Quarterly and annually, work with executives to realign objectives where necessary.

• Gong administration and ownership. Serve as the administrator and internal owner of Gong: user and license provisioning, the Salesforce integration, trackers and keyword alerts, scorecards, call libraries, and the reporting and deal boards sales leadership relies on, including requests from the COO, CRO, and Sales Leadership. Keep the configuration aligned with how the sales team actually sells, and own the vendor relationship.

• Clay and marketing operations. Own and administer our Clay instance, maintaining the existing workflows and extending them as the GTM motion changes. Support marketing campaign operations: list building, data enrichment, audience segmentation, and closing the loop between campaign activity and pipeline outcomes.

• Marketing operations. Support marketing campaign operations: list building, data enrichment, audience segmentation, and closing the loop between campaign activity and pipeline outcomes.

• Cross-functional collaboration and special projects. Act as the connective tissue across Sales, Legal, Finance, Marketing, and Customer Success. GTM Operations is also where cross-functional problems land when they do not have an obvious home; expect to take on several of these a year, and to scope and drive them without supervision.

Must Haves

• 7+ years in GTM Operations, RevOps, or Sales Operations, ideally in B2B SaaS

• Hands-on Salesforce administration experience (certification a plus)

• Experience building or maintaining commission calculations and compensation plans; familiarity with Xactly or a similar commission platform is a strong plus

• Experience with GTM and sales engagement tools such as Gong, Clay, or comparable platforms

• Strong financial and analytical acumen, and comfort working with ARR, contribution margin, and FP&A-style reconciliation

• Advanced spreadsheet skills, and the modeling judgment to know when a spreadsheet is the wrong tool

• Experience building executive and board-level reporting and presentations

• Excellent cross-functional collaboration skills, with the ability to work fluently with Sales, Finance and Accounting, Legal, Customer Success, and Marketing

• Discretion with confidential compensation and financial data

• Curiosity and comfort experimenting with AI tools to automate and streamline operational workflows

• High attention to detail and a strong ownership mentality; this role carries significant operational responsibility and visibility

• A self-starter who adapts to shifting priorities and deadlines

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