GTM Process & Automation Manager

Location: Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, WI

Role Description:

ShipBob is looking for a GTM Process & Automation Manager to improve the design of our North American sales processes and optimize the systems that support them. You'll decide what those processes should be, shape how Salesforce, Gong, and every other system in the sales workflow are set up and used to support them, and drive consistent adoption across the team. The goal is better sales outcomes: stronger pipeline, higher conversion, and more time spent selling. You'll spend your time with BDRs, AEs, managers, and leaders to find where processes break down, where systems add friction, and where manual work can be automated. Then you'll own the full cycle: discover the problem, scope it, recommend a fix, align stakeholders, build the solution, drive adoption, and iterate. You'll build with Salesforce, Gong, Clay, Claude, and n8n, and partner with Enablement so every change lands with training and accountability. You'll own adoption and consistency reporting to leadership and bring data and a point of view to every recommendation. This is an individual contributor role reporting to the Director of Revenue Strategy and Operations.

What you'll do:

Discover. Spend time with BDRs, AEs, managers, and sales leaders across Mid-Market and SMB to see how work gets done in Salesforce, Gong, and the other systems in the sales workflow. Find where the process itself is flawed, where the field has worked around it, and where systems add friction instead of removing it. Map the path an AE takes from first meeting to closed-won, noting every system they touch, and inventory the manual tasks BDRs and AEs repeat today.

Scope. Turn what you hear into defined problems, each with a baseline, a success metric, and an estimate of impact. Prioritize by time saved, systems removed, and reps affected.

Recommend. Bring insights from field conversations, system data, and call recordings. Present options, trade-offs, and a clear recommendation to the Director and GTM leaders.

Align. Get Sales leadership, Enablement, GTM Systems, and other stakeholders on the same page before you build. Agree on owners, timelines, and what success looks like.

Build. Improve the process design, then build the solution yourself: workflow automations in n8n, AI agents and skills in Claude, signal-based prospecting plays in Clay, and configuration in Salesforce and Gong. Optimize how each system supports the process, remove manual steps, and bring work into the systems reps already use, so fewer tools stand between a rep and a closed deal. Partner with GTM Systems, who own the tech stack, on integration and consolidation decisions.

Drive adoption. Own adoption of every process and system change you ship, from launch until it sticks. Build adoption into the workflow itself through automation, in-system guardrails, and prompts, and give managers simple inspection routines to reinforce it.

Drive consistency. Set clear standards for how each stage of the funnel should run. Then reduce variance across reps, teams, and segments, so the process looks the same whether a deal sits with an SMB AE or a Mid-Market AE.

Measure and hold accountable. Define adoption, consistency, and outcome metrics for everything you ship, and own that reporting across the North American sales org. Review results with sales leaders and RevOps leadership on a regular cadence, flag gaps, make clear asks of managers and leaders, and escalate up the leadership chain when adoption stalls.

Iterate. Run a standing feedback loop with reps, managers, and leaders. Use it, plus the adoption data, to refine or retire what isn't working.

Partner with Enablement. Make sure every change ships with documentation, training, and clear expectations so adoption starts on day one, not just a Teams announcement.

In your first 12 months, you'll:

Improve the design of core sales processes to drive better outcomes, including pipeline generation, stage conversion, and win rates.

Raise adoption of core sales processes and systems across North American Mid-Market and SMB, and close consistency gaps between reps, teams, and segments.

Increase adoption of signal-based prospecting.

Cut the time BDRs and AEs spend on research, follow-ups, and other manual work by automating the highest-volume tasks.

Reduce the time reps spend on non-sales activities.

Reduce the number of systems an AE must touch to take a deal from first meeting to closed-won.

Create consistent next-best-action prioritization at each stage of the funnel.

Ship automations and tools that stay in active use, each with measured impact.

Stand up adoption and consistency reporting and a regular leadership review.

Other duties/responsibilities as necessary.

What you'll bring to the table:

8+ years in Revenue Operations, Sales Operations, Sales Enablement operations, or GTM engineering, ideally supporting a B2B sales team.

A track record of improving a process's design after talking to the people who run it, then driving adoption until it stuck, with the data to prove it.

Experience mapping end-to-end workflows across multiple tools and removing steps, whether through automation, integration, or consolidation.

An eye for manual work worth automating. You can size what it costs in time and decide what's worth building.

Proof you've built and shipped something people use: automations, AI agents, or internal tools. We care about what you built, not which tool you used.

Hands-on experience with Salesforce and Gong. Experience with Clay, n8n, or similar workflow tools, and hands-on building with LLMs such as Claude, is a strong plus.

The ability to turn field feedback and system data into a clear point of view, and to defend it with VPs and with reps.

Comfort reporting adoption and consistency data to leaders and holding people accountable, constructively and without ego.

You own problems end to end and keep iterating until the fix works.

Excellent communication. You can run a working session with a rep in the morning and present a recommendation to a VP in the afternoon.

Perks & Benefits:

Medical, Dental, Vision & Basic Life Insurance

Paid Maternity/Parental Leave Program

Paid Holidays & Flexible Time Off Program

Paid Sick Leave

Wellness Days (1 day/quarter)

401K Match

Comprehensive Benefits Package >>> https://www.shipbob.com/careers/

See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob)

ShipBob believes in transparency while providing a competitive total compensation package with a pay for performance approach.  The full base pay range for this position in our compensation architecture is $101,629 - $169,381. In addition to base salary, this role includes the opportunity to be eligible for participation in the Company's discretionary bonus plan based on Company's plans and in accordance with Company’s policies.