Senior GTM Operations Analyst

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us! Overview
SolarWinds is undergoing a significant transformation of our go-to-market motion—converting our installed base to subscription licensing and expanding our Observability, Service Management, and Database portfolio across a global customer base. As we scale, the need for disciplined, well-designed systems and operational processes has never been greater.
We are growing our GTM Technology team to support this transformation, and we are looking for a Senior Revenue Operations Specialist who brings deep expertise in Revenue Operations, Customer Operations, or Sales Operations. This person will own the design and governance of CRM workflows, drive cross-functional process improvement, and manage the delivery of complex, multi-stakeholder initiatives across our global Sales, Support, Customer Success, and Services functions.
 
Position Summary
As a Senior Revenue Operations Specialist, you will be embedded in the GTM Technology team and responsible for the end-to-end delivery of systems and process initiatives that support SolarWinds' customer-facing operations. You will translate business requirements into CRM workflow design, lead projects from initiation through go-live, and serve as the operational bridge between Revenue Operations, Support, Customer Success, Customer Support, Sales, and IT. You will work with global teams across multiple time zones and bring a structured, delivery-focused mindset to every engagement. You will report to the Manager of Customer Operations under the Revenue Operations organization.
Focus Areas: CRM Systems & Workflow Design. Enterprise Sales Lifecycle Operations. Cross-Functional Project Delivery. Global Process Governance.
 
Responsibilities
Systems & Process Design


• Own the design, documentation, and ongoing governance of CRM workflows across Salesforce and Gainsight, ensuring alignment with enterprise sales and customer success motions

• Identify process gaps and inefficiencies across the customer lifecycle and architect scalable solutions in partnership with Operations, IT, and business stakeholders

• Translate business requirements into system design specifications, workflow configurations, and documented process standards

• Maintain process documentation, data dictionaries, and system design artefacts as living, up-to-date resources

• Evaluate and recommend improvements to tooling and workflows that reduce manual effort and increase data integrity across the GTM stack

 
Project & Program Delivery


• Manage multiple concurrent initiatives from initiation through go-live, ensuring on-time delivery against scope, timeline, and stakeholder expectations

• Develop and maintain project charters, requirements specifications, project plans, test documents, and status reports

• Lead cross-functional, globally distributed teams through structured delivery frameworks

• Coordinate User Acceptance Testing with stakeholders; prepare training materials and process documentation for new system rollouts

• Close projects by validating that delivered solutions meet expected business outcomes and conducting post-implementation reviews

 
Stakeholder Engagement & Collaboration


• Engage stakeholders across Support, Customer Success, Sales, and Revenue Operations to define project scope, align priorities, and manage expectations

• Act as a subject matter expert between GTM Technology and business teams for systems-related requests, projects, and escalations

• Partner with global teams across EMEA and APAC, maintaining delivery momentum across geographies and time zones

• Prepare and deliver presentations to senior stakeholders; propose solutions and drive decisions with clarity and confidence

 
Qualifications


• BA, BS, or equivalent degree

• 5+ years of experience in Revenue Operations, Customer Operations, or Sales Operations in a B2B SaaS or technology environment

• Demonstrated hands-on experience designing and configuring workflows in CRM platforms—Salesforce required.

• Deep understanding of the enterprise B2B sales lifecycle end to end: pipeline management, opportunity stages, renewal motions, and post-sale customer success workflows

• Proven ability to translate business requirements into system design and documented process specifications

• Experience managing projects across global, cross-functional teams in a matrixed organisation

• Project management certification—PMP, PRINCE2 Foundation & Practitioner, or equivalent

• Fluent in spoken and written English; excellent verbal and written communication skills

• Confident presenting to senior stakeholders, proposing solutions, and driving decisions under ambiguity

• Strong organisational skills with the ability to manage competing priorities and meet deadlines without sacrificing quality

• Experience with JIRA for project tracking and backlog management preferred

 
The Ideal Candidate


• Brings a systems-thinker mindset—you don't just document processes, you redesign them with upstream and downstream impact in mind

• Has genuine hands-on experience in CRM administration and workflow design, not just functional knowledge

• Has worked across geographies and understands how to keep globally distributed teams aligned and moving

• Earns stakeholder credibility quickly at all levels—you communicate in outcomes, not activity

• Is energised by operational complexity and thrives in environments where structure must sometimes be created, not inherited

• Closes projects—you know how to manage scope, escalate risks early, and still deliver on time

• Has a passion for using technology to make customer-facing teams more effective and data-driven

  SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
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