Senior GTM Operations Analyst (Rev Ops Analyst)

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