GTM Operations Manager

GTM Operations Manager

Who We Are 

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work. 

Job Description

We are seeking a highly analytical, process-driven GTM Operations Manager to join our fast-paced GTM organization. In this role, you’ll play a critical part in driving strategic initiatives, increasing operational efficiency, and supporting scalable growth across Sales, Marketing, and Customer Success. You’ll own and optimize our GTM systems (Salesforce, Salesloft, Planhat, Gong, etc.), lead cross-functional projects, and develop data-driven solutions to enable performance and visibility.

You will also be a key partner in improving complex deal and renewal workflows — including quote-to-cash optimization, CPQ implementation, and streamlining approvals — to reduce friction and improve speed-to-close across our GTM motions

Who You Are

• Efficiency-Obsessed: You understand sales and renewal cycles deeply and are always looking for ways to streamline operations and remove friction.
• Deal Management-Savvy: You have experience navigating complex deal structures and bring a process-oriented mindset to simplifying renewals, approvals, and exception handling.
• Reporting Expert: You're a reporting guru — experienced in building flexible, scalable dashboards and frameworks that provide visibility across multiple lenses and stakeholders.
• Project Management Pro: Highly organized and structured, with a strong ability to manage priorities, timelines, and cross-functional stakeholders.

What You'll Do

• Leverage strong analytical skills to build insightful, actionable reporting and dashboards; ensure stakeholders can access and interpret key GTM metrics from multiple angles.
• Own and optimize GTM systems, Salesforce, Gong, Salesloft, Planhat, Apollo 
• Lead high-impact, cross-functional projects that drive operational efficiency and support GTM growth.
• Define, document, and scale end-to-end GTM processes across Sales, Marketing, and CS — including renewal processes and improvements to quote-to-cash workflows.
• Support the implementation and ongoing optimization of CPQ tools to streamline quoting, contracting, and renewal processes.
• Partner with Sales, Finance, Legal, and Product to enhance deal desk operations, automate approvals, and reduce friction in complex deal cycles.
• Partner with cross-functional teams to design and implement new processes that align with strategic initiatives and business needs.
• Collaborate with analytics to develop data definitions, business rules, and maintain high data quality across systems.
• Design and manage compensation plans that align individual performance with organizational goals, often including bonuses, commissions, and stock options.

You Must Have

• 5+ years of experience in GTM, Revenue Operations, Sales Ops, or a related role in a high-growth start up environment.
• 3+ years of hands-on Salesforce experience required; Salesforce certification is a plus.
• Strong background in project management and process design/redesign.
• Deep expertise in renewal deal management, including experience improving deal desk workflows, co-terming logic, and complex quoting scenarios.
• Experience with territory planning, variable compensation.
• Strong communication and change management skills, including stakeholder alignment.
• Proven ability to thrive in fast-paced, dynamic environments.
• Expert with tools like LeanData, Gong, Planhat or similar GTM systems is a plus.

Why You Should Join Us

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry 
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US) 
• Benefit from medical, dental, vision and life insurance (US)
• Leverage stipends for:
• Wellness
• Work-from-home equipment & wifi
• Learning & development
• Make the most of our flexible, generous paid time off and paid parental leave 

Pay Range Disclosure 

Cobalt is committed to fair and equitable compensation practices. The salary range for this role is ($137,000 - $160,000) per year + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.  The salary range may differ in other states and may be impacted by proximity to major metropolitan cities. 

Cobalt (the "Company") is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company's policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.

Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.