Senior Revenue Operations and GTM Systems Manager

Senior Revenue Operations & GTM Systems Manager

About MerchantE

MerchantE is a B2B payments platform powering ISVs, financial institutions, and mid-market merchants with flexible acquiring infrastructure, deep Level II/III interchange optimization, ERP connectivity, and a partner-first growth model. We combine modern payment infrastructure with the human partnership larger processors don’t deliver. Backed by Opn (Omise), we are scaling our partner-led GTM motion and rebuilding the operating spine to support it.

The Role

We are hiring a Senior Revenue Operations & GTM Systems Manager to be the operating backbone, and the AI builder, of a fast-growing GTM organization spanning Sales, Partner Launch, Partner Growth, and Marketing.

This is a step-up role. You’ve been the #2 in a strong RevOps function for a few years. You’ve learned the craft under someone good. You know how a real forecast call runs, you’ve cleaned up a messy Salesforce instance, you’ve built the dashboards leadership actually opens. Now you’re ready to own the function yourself.

You will report directly to the EVP of Revenue. You will own forecasting, pipeline, Salesforce, GTM reporting, and operating cadence, and you will lead our build-out of GenAI workflows across the revenue org. You will get coaching, air cover, and real decision authority. You will not get someone above you doing the work for you.

Core Operating Mandate

• Forecasting & pipeline. Run weekly forecast cadence across Sales, Partner Launch, and Partner Growth. Drive pipeline hygiene, stage discipline, and conversion analytics. Deliver a forecast leadership trusts.
• Salesforce ownership. Own SFDC as the source of truth, objects, fields, workflows, validation rules, reports, dashboards, integrations, and AI surfaces (Einstein, Agentforce, or equivalent).
• GTM reporting & analytics. Build the reporting layer that drives weekly and monthly business reviews, pipeline coverage, win rates, partner activation velocity, channel productivity, ramp, and revenue attainment.
• Tech stack ownership. Manage the GTM tech stack (Salesforce, sales engagement, enrichment, BI, AI tooling). Drive adoption, integrations, and ROI on every tool.
• Process & cadence. Help define lead routing, deal desk, opportunity stages, partner onboarding flows, and territory rules. Run the meetings that matter, forecast, pipeline reviews, QBRs, MBRs.

AI & Automation Mandate

This is what separates this hire from a traditional Senior Manager, RevOps. You don’t need to have a decade of AI experience, that decade doesn’t exist yet. You do need to have shipped real things, learn fast, and have strong opinions about where AI does and doesn’t belong in a revenue workflow.

• Design and ship AI-driven forecasting and pipeline scoring workflows that materially improve accuracy or rep productivity.
• Build agentic workflows for SFDC data hygiene, deal enrichment, opportunity coaching, and partner activation tracking.
• Stand up AI-assisted deal desk, deal review, and competitive intelligence flows.
• Deploy LLM-powered tools for sales rep enablement, call summarization, next-best-action, partner research, account planning.
• Partner with Marketing on AI-driven lead scoring, intent data, and outbound personalization.
• Help establish lightweight GenAI governance for the GTM org, data privacy, prompt libraries, vendor selection, and ROI measurement. Payments data has compliance implications and we’ll guide you through them.

What You’ll Deliver in the First 6 Months

• A clean, trusted forecast, weekly, with stage and category discipline.
• A cleaned-up Salesforce instance aligned to ISV, ISO, and direct mid-market motions, with clear partner attribution from lead to revenue.
• A standardized weekly business review pack that runs on auto-pilot.
• At least one production GenAI workflow live in the revenue org with measurable lift.
• A draft GenAI roadmap for RevOps tied to revenue outcomes, not technology for its own sake.

What You Bring

• 5–8 years in Revenue Operations or Sales Operations, with a strong track record as the #2 or Senior IC under a great RevOps leader. You’ve been close enough to ownership to see how it’s done, and you’re ready to step into it.
• Salesforce certified, Administrator required. Advanced Administrator, Sales Cloud Consultant, or Platform App Builder is a plus. You can configure with confidence and you know when to bring in help for the deeper architectural decisions.
• Hands-on GenAI experience. You’ve built and shipped at least one real LLM-powered or automated workflow into a revenue or operations environment. Not just ChatGPT use, not just a slide on AI strategy, something that runs, that you maintained, that changed how someone worked. Be ready to walk through it.
• Working fluency with the modern GTM stack: Salesforce, a sales engagement platform (Outreach, SalesLoft), AI sales tools (Gong, Clari, 6sense, or equivalent), and at least one orchestration platform (Zapier, Make, n8n, or similar). Comfort with LLM APIs (OpenAI, Anthropic) is a strong plus.
• Strong forecasting, pipeline analytics, and GTM reporting chops in a high-growth environment.
• Solid SQL and Excel/Sheets data modeling. You can pull, validate, and structure data without waiting on Engineering.
• A bias for shipping. You’d rather get a V1 in front of users this week than a perfect V3 next quarter.
• Clear written and verbal communication. You can present to leadership, partner with Finance, and translate between Sales and Engineering without losing signal.
• Hunger. You want the ownership, the visibility, and the steep learning curve that comes with stepping up.

Bonus Points

• Payments, fintech, or B2B SaaS experience with partner-led GTM motions (ISV, ISO, channel).
• Experience supporting a multi-channel GTM motion (ISV + ISO + direct).
• Familiarity with payments-specific concepts: interchange, settlement, MID provisioning, residual reporting.
• Hands-on experience with prompt engineering, RAG, or agent frameworks (LangChain, LlamaIndex).
• Experience inside a PE-backed or VC-backed company at scale.

Why This Role

• Direct line to the EVP of Revenue. You will be coached, given context, and pushed, and you will own real outcomes from day one.
• A real mandate to build the AI-native version of revenue operations, not a side project, not innovation theater, but a core pillar of the GTM strategy.
• High ownership and high visibility. The work you ship will be seen by the executive team and the board.
• Real budget for the tools, AI infrastructure, and support you need to do the job right.
• Competitive base salary, performance-based bonus, equity participation, and full benefits.

MerchantE is committed to creating a diverse work environment and we are proud to be an Equal Opportunity Employer.