Principal Sales Operations & Strategy Manager

Required

• We're hiring a Principal for GTM Automation to document processes, build the AI agents and automation, and design improvements for our Revenue organization (Sales, Marketing, Customer Success, Partner, RevOps). This is a senior individual contributor role where you will build and maintain the automation needed to drive efficiency and reduce operational friction.
• The hard part of this job is knowing where not to put an agent. You'll decide which parts of prospecting, account research, deal management, and renewals can be handed to AI systems, where a person has to stay involved, and how we confirm the output is right before a seller acts on it. You will work directly with Sales leadership, Revenue Operations, Enablement, and the data and engineering teams on tools that save sellers real time. Success is identified by creating systems that resolve mundane tasks and save people real time. We are looking for someone who has run agentic systems in production for a business team and can tell us what broke and what they changed.
• Location: Remote, Austin or San Francisco
• What You'll Get To Do In This Role:
• Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible.
• Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required.
• Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback.
• Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built.
• Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in.
• Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place.
• Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn't. Measure adoption and business impact for everything that ships. Retire tools that the organization isn’t using.
• Track new models, agent frameworks, and vendor tools, and decide what's worth adopting.