Manager, GTM Operations (Remote OK)

Arkose Labs is on a mission to create an online environment where all consumers are protected from spam and abuse. As a Fast Company 2025 Best Workplace for Innovators, we provide a proactive fraud deterrence platform, Arkose Titan, designed to neutralize modern attacks powered by Agentic AI and LLMs. By combining proprietary intelligence with dynamic friction, we undermine attacker ROI to protect global giants like Microsoft, Meta, and Roblox. Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA.

Position Summary

GTM Operations is where our revenue engine gets measured, paid, and improved. This role owns the operational and analytical backbone of that engine: the Salesforce instance our teams run on, the commission calculations that determine what our sellers earn, the margin analysis that tells us which deals are actually good, and the pipeline reporting that goes to our board every month.

It is a high-trust, high-visibility seat. The work you produce is read by sales leadership, finance, and the board, and the numbers you publish are the numbers the company acts on. If you like being the person whose analysis is trusted, and you're equally comfortable in a spreadsheet, a CRM object model, and a leadership conversation, this is a strong fit.

Primary Responsibilities

• Salesforce administration and reporting. Own Salesforce end to end: object and field configuration, reports and dashboards, workflow and automation, user management, and integrations with the rest of the GTM stack. Day to day, that includes closing out opportunities (adding products, reconciling ARR to FP&A figures) and handling ad hoc requests such as subscription changes, flow fixes, and data integrity cleanup.
• Commissions and variable compensation. Run the monthly commission and variable compensation calculations end to end for both the sales team and the solutions consultants. Own the calculation, the review process, the documentation trail, and the inevitable questions from reps about their statements. Lead the rebuild of the commission calculations using AI tooling, replacing manual spreadsheet work with something faster, auditable, and repeatable.
• Compensation plan design. Lead annual commission planning and plan design in partnership with Sales, Finance, Solutions Consulting, and Legal, including the plan language Legal revises each year. Model the cost of proposed plan changes and support the adjacent work that comes with them: territory and quota planning, tooling evaluations, process redesign, and systems migrations.
• Contribution margin analysis. Calculate, report, and own monthly contribution margin across deals, sales, and solutions consulting, so the company knows which business is actually good business.
• Board and executive reporting. Produce the monthly pipeline reporting that goes to the board and build the monthly Board Flash slides: stage-by-stage coverage, funnel stage changes, month-over-month movement, key GTM metrics, and the narrative that explains what changed and why. This takes both mechanical accuracy and the judgment to know which movements are signal and which are noise.
• OKR reporting. Gather, validate, and publish monthly companywide OKR progress, chasing down the inputs and, more importantly, flagging when a metric is drifting before it becomes a miss. Quarterly and annually, work with executives to realign objectives where necessary.
• Gong administration and ownership. Serve as the administrator and internal owner of Gong: user and license provisioning, the Salesforce integration, trackers and keyword alerts, scorecards, call libraries, and the reporting and deal boards sales leadership relies on, including requests from the COO, CRO, and Sales Leadership. Keep the configuration aligned with how the sales team actually sells, and own the vendor relationship.
• Clay and marketing operations. Own and administer our Clay instance, maintaining the existing workflows and extending them as the GTM motion changes. Support marketing campaign operations: list building, data enrichment, audience segmentation, and closing the loop between campaign activity and pipeline outcomes.
• Marketing operations. Support marketing campaign operations: list building, data enrichment, audience segmentation, and closing the loop between campaign activity and pipeline outcomes.
• Cross-functional collaboration and special projects. Act as the connective tissue across Sales, Legal, Finance, Marketing, and Customer Success. GTM Operations is also where cross-functional problems land when they do not have an obvious home; expect to take on several of these a year, and to scope and drive them without supervision.

Must Haves

• 7+ years in GTM Operations, RevOps, or Sales Operations, ideally in B2B SaaS
• Hands-on Salesforce administration experience (certification a plus)
• Experience building or maintaining commission calculations and compensation plans; familiarity with Xactly or a similar commission platform is a strong plus
• Experience with GTM and sales engagement tools such as Gong, Clay, or comparable platforms
• Strong financial and analytical acumen, and comfort working with ARR, contribution margin, and FP&A-style reconciliation
• Advanced spreadsheet skills, and the modeling judgment to know when a spreadsheet is the wrong tool
• Experience building executive and board-level reporting and presentations
• Excellent cross-functional collaboration skills, with the ability to work fluently with Sales, Finance and Accounting, Legal, Customer Success, and Marketing
• Discretion with confidential compensation and financial data
• Curiosity and comfort experimenting with AI tools to automate and streamline operational workflows
• High attention to detail and a strong ownership mentality; this role carries significant operational responsibility and visibility
• A self-starter who adapts to shifting priorities and deadlines, and solves problems rather than escalating them
• Excellent written and verbal communication skills

Nice-to-haves

• A background in finance, accounting, or FP&A
• Hands-on Marketo experience
• Commissions and variable compensation. Run the monthly commission and variable compensation calculations end to end for both the sales team and the solutions consultants.  Calculation, the review process, the documentation trail, and the inevitable questions from reps about their statements. Lead the rebuild of the commission calculations using AI tooling, replacing manual spreadsheet work with something faster, auditable, and repeatable.

Why Arkose Labs?

At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.

Why do top tech professionals choose Arkose Labs?

Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.

Join us in shaping the future of technology. At Arkose Labs, you’re not just an employee; you’re part of a visionary team driving global change

The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snap and Meta.

We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education.

We value:

• People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.
• Team Work. We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another
• Customer Focus. We empathize with our customers and obsess about solving their problems
• Execution with precision, professionalism and urgency
• Security. It’s the lens through which we implement our processes, procedures, and programs

Benefits:

• Competitive salary + Equity
• 401k plan 
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program 
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program

The anticipated salary range for this position is $150,000-$165,000. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.

Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities.

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