Senior GTM Process Architect
New
Z
ZillowReal Estate Technology
U.S. employees may live in any of the 50 United States, with limited exceptions.Full-TimeSenior
Salary$109,000 - $174,000 / year
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Job Details
- Experience
- 5 - 8 years in Revenue Operations, Sales Operations
- Required Skills
- SQLSalesforceTableauLooker
Requirements
- 5 - 8 years in Revenue Operations or Sales Operations with a process and systems design role within a SaaS or technology company.
- Track record of designing GTM workflows that shipped and were successfully adopted.
- Working knowledge of Salesforce architecture (objects, relationships, record types, flows, and automation logic).
- Familiarity with the broader GTM tech stack (Gainsight, Outreach, Salesloft, Gong, Highspot) at a workflow level.
- Experience translating process designs into actionable business requirements for CRM admins, product managers, and engineers.
- Systems thinking: ability to design for cross-functional impacts on data quality, reporting, and rep behavior.
- Data fluency: comfortable with SQL or BI tools (Tableau, Looker) to measure adoption.
- Structured communication skills: ability to produce clear documentation for both business leaders and technical architects.
- Exposure to AI or automation tools in a GTM context.
- Comfortable operating at the boundary between strategy and execution.
Responsibilities
- Own the design of core sales workflows, lead routing, opportunity type and progression, pipeline hygiene, activity capture, and the handoff from Sales to Customer Success.
- Map the full current-state lead-to-close journey, identifying friction points, redundant steps, manual workarounds, and automation opportunities.
- Define future-state process blueprints: swim-lane diagrams, decision trees, exception paths, and field-level data standards.
- Maintain a prioritized process improvement roadmap sequenced by seller impact and implementation feasibility.
- Own the intake and triage of process-change requests from Sales, CS, and Enablement.
- Define non-selling time per rep as a north-star metric to reduce admin burden.
- Design lightweight KPIs and leading indicators for each workflow, partnering with BI to surface them in existing dashboards.
- Serve as the upstream design partner for the technical team, producing implementation-ready specs.
- Coordinate with Governance & Deal Ops to ensure process designs include control points and data integrity checkpoints.
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