[Template] - US - General

About this role

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

About the Role

Field Operations is the connective tissue between GTM strategy and what actually happens in the field. We translate annual plans into revenue-unit-level execution, own the forecast and pipeline cadence, and are the first to see — and act on — performance gaps before they become planning problems.

We're hiring a Senior Manager, GTM Field Operations to serve as the embedded operational partner and single point of contact for one of our North America Revenue Units (Sales and Revenue Architect teams with an annual revenue target upwards of $300M). You'll own the operating rhythm for your segment, turn data into decisions, and represent a unified Ops voice alongside Strategy & Planning, RevOps, and Enablement — not a siloed, segment-only function.

The ideal candidate pairs operational rigor with a genuine bias for action: solving today's fire without losing sight of the scalable, repeatable process underneath it. You'll need to build trust with senior stakeholders based on credibility and reliability — not just being agreeable — and be comfortable delivering hard operational calls (policy changes, resource reallocation, ROE enforcement) with clarity and empathy.

Responsibilities

Segment Leadership & Trusted Advisory

• Serve as the primary operational point of contact for your assigned segment's reps, managers, and senior leaders — owning end-to-end ops needs.

• Maintain constant, fluent command of your segment's numbers: targets and quotas, real-time actuals and forecast trajectory, leading KPIs (pipeline generation, close rates, cycle length), and the top 15-20 deals and risks in-quarter.

Operating Rhythm & Performance Management

• Own and enforce the business operating rhythm without exception: weekly/monthly forecast and pipeline reviews, deal reviews, account reviews, KPI and headcount tracking, and QBR/MRR prep.

• Coach and hold segment leaders and reps accountable to their deliverables inside that rhythm — this includes rules of engagement (ROE) enforcement and flagging violations back to central RevOps.

• Bring proactive analysis to the table, not just reactive reporting: surface pipeline coverage gaps, ramp-time stalls, and emerging risks before they show up in a QBR.

Cross-Functional Partnership

• Partner with Strategy & Planning on territory methodologies, capacity models, and headcount plans that translate the annual plan into RU-level execution priorities.

• Partner with RevOps to enforce ROE, escalate systems/process gaps for triage, and stay aligned on shared tech stack strategy (Salesforce, Gong, planning/analytics tools).

• Partner with Enablement on new-hire integration, role excellence, and surfacing field skill gaps that should shape program design.

• Build cross-functional relationships with Marketing, Finance, and Product so operational strategy stays aligned to broader GTM goals — not just your segment's.

• Serve as a subject matter expert and voice of your segment in planning and strategy sessions and annual planning cycles.

Reporting, Analytics & Tooling

• Collaborate with Analytics/BI to design reporting and dashboards giving visibility into performance, productivity, and pipeline health.

• Champion adoption and hygiene of sales tools (Gong, Salesforce, planning/analytics platforms), and identify new use cases as the tech stack evolves.

• Act as "Customer Zero" for the processes and data you enable in Gong — using the product as a segment leader would, and feeding use cases and feedback back to the product team.

Resource Stewardship & Scale

• Evaluate the cost/benefit of any proposed solution — people, tools, or process — before recommending it; favor scalable fixes over one-off, high-touch solutions.

• Apply a "global-first" mindset: significant projects and process designs should be broadly applicable across the wider Field Ops org, not built solely around your segment.

• Stay aware of your draw on shared resources (central RevOps, Systems, Enablement bandwidth) and scope requests so other segments can get their fair share.

• Maintain documentation and enforce compliance around policies, processes, and rules of engagement.

What Success Looks Like

• You're the first call, not the last resort, for your segment's leadership on anything operational.

• Forecast and pipeline data are trusted because your operating rhythm is airtight — deadlines are never missed, no exceptions.

• You've built direct relationships with individual reps (not just their managers) and know where the ground-level friction actually is.

• Your solutions get reused by other segments, not rebuilt from scratch.

Qualifications

• 6+ years in Sales/Business Operations or GTM Strategy, with strong understanding of SaaS business models.

• SQL proficiency and strong analytical skills, with proven ability to build and standardize reporting in

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