Sales Operations Manager, Principal
Infor, Atlanta, GA, United States
Infor is seeking a GTM (go-to-market) Operations Lead to define and execute GTM strategies that align with the company’s vision and drive business growth. This role sets the direction for how the company reaches, sells to, and expands its customer base across segments and regions, defines how success is measured, and establishes a unified GTM operating rhythm and calendar. The GTM Operations will partner with Sales, Finance, Marketing, Customer Success, Industry Strategy, and IT to support revenue execution and operational performance.
Responsibilities
Own end-to-end GTM strategy development, execution, and ongoing optimization aligned to geo, micro-vertical, solution, and industry priorities.
Lead the TAM alignment framework, including ICP definition/maintenance, account tiering, and governed prioritization (with a clear process for exceptions outside the model).
Develop and evolve segmentation across SMB, mid-market, enterprise, and industry verticals, including lifecycle‑based install base segmentation (Grow, Maintain, Harvest) with strategies and metrics.
Partner cross‑functionally to define and operationalize GTM motions, including buying entities/DMUs and account hierarchy structures.
Conduct market, competitive, and performance analysis to generate insights and inform GTM decisions and adjustments.
Manage the GTM execution roadmap and planning rhythm (territory adjustments, change management, reporting cadences), embedding key milestones and governance into the corporate calendar.
Establish business goals, KPIs/OKRs, and success metrics; drive dashboard alignment, proactively identify execution gaps, and deliver QBRs and executive‑ready recommendations for course correction and accountability.
Basic Qualifications
Experience in Sales Operations or Revenue Operations within enterprise SaaS or technology organizations.
Experience developing strategic GTM plans with business and drive success.
Expertise in analytical and strategic planning to inform GTM decisions, account prioritization, and performance management.
Experience with CRM and sales systems (e.g., Salesforce).
Legal authorization to work permanently in the United States without requiring a visa transfer or sponsorship.
Preferred Qualifications
Experience working in Sales Operations in a software company.
Experience presenting to executive team.
Location Hybrid role (3 days in office – Atlanta, GA).
Equal Opportunity Employer Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section.
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Responsibilities
Own end-to-end GTM strategy development, execution, and ongoing optimization aligned to geo, micro-vertical, solution, and industry priorities.
Lead the TAM alignment framework, including ICP definition/maintenance, account tiering, and governed prioritization (with a clear process for exceptions outside the model).
Develop and evolve segmentation across SMB, mid-market, enterprise, and industry verticals, including lifecycle‑based install base segmentation (Grow, Maintain, Harvest) with strategies and metrics.
Partner cross‑functionally to define and operationalize GTM motions, including buying entities/DMUs and account hierarchy structures.
Conduct market, competitive, and performance analysis to generate insights and inform GTM decisions and adjustments.
Manage the GTM execution roadmap and planning rhythm (territory adjustments, change management, reporting cadences), embedding key milestones and governance into the corporate calendar.
Establish business goals, KPIs/OKRs, and success metrics; drive dashboard alignment, proactively identify execution gaps, and deliver QBRs and executive‑ready recommendations for course correction and accountability.
Basic Qualifications
Experience in Sales Operations or Revenue Operations within enterprise SaaS or technology organizations.
Experience developing strategic GTM plans with business and drive success.
Expertise in analytical and strategic planning to inform GTM decisions, account prioritization, and performance management.
Experience with CRM and sales systems (e.g., Salesforce).
Legal authorization to work permanently in the United States without requiring a visa transfer or sponsorship.
Preferred Qualifications
Experience working in Sales Operations in a software company.
Experience presenting to executive team.
Location Hybrid role (3 days in office – Atlanta, GA).
Equal Opportunity Employer Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section.
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