The Senior Manager, Customer Field Operations owns the strategic and operational engine behind our post-sale go-to-market motion. You'll define how our Revenue Architect teams operate at scale, then turn that strategy into the systems, processes, and metrics that drive to impact.
This role is built for an operator who can manage two things at once: an executive-level strategy conversation and the tactical operations that back it up. You'll set direction, then drive it through a large, distributed organization until it sticks.
RESPONSIBILITIES
- Define go-to-market strategy for the field. Shape the operating strategy for our Revenue Architect function — incentives, coverage, segmentation, capacity, and motion design. Bring a clear, defensible point of view on where the organization should go and why.
- Translate strategy into execution. Take ambiguous, high-level direction and turn it into concrete roadmaps, owners, and milestones. Make the path from "here's the goal" to "here's exactly what we're doing Monday" obvious to everyone involved.
- Drive initiatives across the organization. Lead cross-functional programs end to end — from design through adoption — across a large and complex org. Manage the change, not just the plan, so new processes and tools actually land and stay.
- Own value delivery. Build the frameworks and instrumentation that measure and drive customer value realization, and connect customer outcomes to retention, expansion, and healthy ARR.
- Run on data. Own the analytical foundation for Revenue Architects — dashboards, scoring models, and reporting. Get hands-on in SQL, Python, and other technical tools to interrogate customer, product-usage, and financial data directly, and turn what you find into decisions.
- Build and run the operating cadence. Establish the reviews, forecasts, and health checks that keep customer teams accountable and leadership informed.
QUALIFICATIONS
MUST HAVE
- Proven experience defining go-to-market strategy
- Hands-on data analysis skills, including SQL and Python - you write the query yourself, you don't just ask someone else for it
- Track record of driving initiatives to adoption across a large, complex organization
- Demonstrated ability to translate high-level strategy into clear, executable plans
- Strong executive communication and cross-functional influence
- Experience owning customer value delivery, outcomes, or retention/expansion motions
- 6+ years in strategy, consulting, or revenue operations, including time leading teams or large-scale programs
NICE TO HAVE
- Experience in high-growth B2B SaaS
- Familiarity with a modern data stack (e.g., Snowflake) and workflow/BI tools (Retool, Workato, etc)
- Experience operationalizing Customer Success, Professional Services, Support, or Renewals
PERKS & BENEFITS
- We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
- Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
- Mental Health benefits with covered therapy and coaching.
- 401(k) program to help you invest in your future.
- Education & learning stipend for personal growth and development.
- Flexible vacation time to promote a healthy work-life blend.
- Paid parental leave to support you and your family.
- Company-wide recharge days each quarter.
- Work from home stipend to help you succeed in a remote environment.
The annual salary hiring range for this position is $138,000 - $210,000 USD.
Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.
We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.
We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.
Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.
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