Senior Manager, GTM Operations

Job Description

At WithSecure™, we protect businesses all over the world. Our SaaS solutions safeguard against modern cyber threats, and our innovative Co-security approach reflects our belief that true protection requires collaboration and shared expertise. No one can solve every cyber security problem alone. Our vision is to become Europe’s flagship in cyber security. Every day, our talented teams work to prevent cyber extortion, secure critical infrastructure, and prevent misuse of sensitive data. At WithSecure, it’s our people who make us exceptional – a diverse community that values passion, purpose, and a commitment to workplace well-being. If you’re ready to make an impact with a company that’s transforming cybersecurity, we’d love to hear from you.

The Senior Manager, GTM Operations role is responsible for translating commercial data into actionable insight, owning reporting frameworks, and driving continuous improvement in sales processes and tools.

A central responsibility of this role is acting as the primary business interface to the dedicated Salesforce development team. While the development team owns the technical platform — architecture, integrations, code, and releases — this role owns the functional and business side: defining what needs to be built, why, and how success will be measured. The Senior Manager translates commercial and operational requirements into clear, testable specifications for the development team, manages the Revenue Operations backlog, and validates that delivered solutions meet business needs before rollout.

The role operates at the intersection of commercial strategy, data analytics, and process design. Success requires strong analytical thinking, excellent stakeholder management, and the ability to bridge the technical and business worlds with clarity and credibility.

Key Responsibilities:

• Salesforce Development Team Collaboration: Serve as the primary business counterpart to the Salesforce development team for all Revenue Operations initiatives. Translate business requirements into detailed, structured specifications; manage and prioritise the Revenue Operations Salesforce backlog; participate in sprint planning and reviews as the business voice; conduct user acceptance testing (UAT) before every release; communicate changes and timelines to stakeholders.

• Salesforce Business Ownership: Own the functional design and business logic of Salesforce CRM for Revenue Operations in close collaboration with the development team. Define and document sales process workflows, field mappings, and data standards; maintain data integrity standards; identify and document gaps between current functionality and business needs.

• Sales Performance Analytics & Reporting: Design and maintain dashboards and reports covering pipeline, win rates, activity metrics, quota attainment, and channel performance. Deliver weekly, monthly, and quarterly performance packs for Sales leadership and executives. Monitor leading indicators and surface early signals on forecast risk or pipeline health.

• Forecasting & Pipeline Management: Own the sales forecasting process in collaboration with Sales leadership; maintain forecast models and track accuracy. Ensure pipeline hygiene standards are embedded in Salesforce; provide scenario modelling to support revenue planning.

• Process Improvement: Identify inefficiencies in sales workflows, tooling, or data flows; design and implement improvements with support from the development team where technical changes are needed. Document current-state and future-state processes and build adoption plans for changes.

• Enablement & Stakeholder Support: Train and support sales team members on Salesforce functionality, reports, and process standards. Act as the first point of escalation for operational and data questions from the sales organisation. Collaborate across Partner Growth, Distribution, and Marketing to ensure aligned data definitions and reporting.

Qualifications:

• Bachelor's degree in Business, Information Systems, Data Science, or related field.

• Minimum 6 years of experience in a business analyst, sales operations, or revenue operations role.

• Proven Salesforce expertise as a business/functional owner; Salesforce Administrator certification is a strong advantage.

• Proven ability to work effectively as a business counterpart to a technical Salesforce development team — writing specifications, managing backlogs, and running UAT.

• Strong data analysis skills; proficiency in Microsoft and Business Intelligence tools (e.g., Tableau, Power BI), and fluency in using AI tools in the daily work

• Experience designing and maintaining sales performance dashboards and executive reporting.

• Excellent English communication skills — both written and verbal; ability to translate technical concepts for non-technical audiences.

• Experience in B2B SaaS industry preferred.

• Familiarity with agile/scrum methodologies an advantage.

Key Competencies:

• Analytical Thinking: Structures complex datasets into clear, actionable insights for commercial decision-making.

• Requirements Definition: Translates ambiguous business needs into structured, unambiguous specifications that a development team can act on.

• Salesforce Functional Expertise: Deep understanding of Salesforce CRM from a business and process perspective; evaluates solution feasibility in collaboration with the development team.

• Communication & Bridging: Communicates clearly with both commercial stakeholders and technical developers — bridging the two worlds without oversimplifying either.

• Process Improvement: Proactively identifies and redesigns inefficient workflows, with a pragmatic approach to change management.

• Stakeholder Management: Confident engaging with senior stakeholders; manages expectations and delivers on commitments.

• Attention to Detail: Maintains high standards for data accuracy, report correctness, and specification quality.

• Collaboration: Works effectively across functions; builds trust with both commercial and technical counterparts.

What will you get from us

• Meaningful work with real-world impact – your work helps protect businesses and critical infrastructure from modern cyber threats.
• Flexible ways of working, including up to 30 days per year working abroad and paid sick leave from day one.
• A strong focus on well-being, with mental health support and comprehensive benefits.
• Continuous learning, modern tools, and a people-first culture that values trust and collaboration.