GTM Process & Automation Manager

As a member of the ShipBob Team, you will... - Grow with an Ownership Mindset: We champion continuous learning and innovation. You'll take on real problems, create tangible solutions, and drive results that move the needle for ShipBob, our merchants, and for your own professional growth. If you're ready to do the most meaningful work of your career, this is the place. - Collaborate with Peers and Leaders Alike: At ShipBob, leaders are accessible; feedback flows in both directions, and everyone, regardless of their seniority or role, steps up to help when needed. We hold each other to high standards because we trust each other to meet them. That combination of transparency and mutual respect is what makes the work here feel worth doing. - Experience a High-Performance Culture and Clear Purpose: We are results-driven and clear about what that means: our goals are specific, accountability is shared, and every team member can see how their work connects to our mission. When we hit milestones, we celebrate them together. When we fall short, we learn and move forward. Location: Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, WI Role Description: ShipBob is looking for a GTM Process & Automation Manager to improve the design of our North American sales processes and optimize the systems that support them. You'll decide what those processes should be, shape how Salesforce, Gong, and every other system in the sales workflow are set up and used to support them, and drive consistent adoption across the team. The goal is better sales outcomes: stronger pipeline, higher conversion, and more time spent selling. You'll spend your time with BDRs, AEs, managers, and leaders to find where processes break down, where systems add friction, and where manual work can be automated. Then you'll own the full cycle: discover the problem, scope it, recommend a fix, align stakeholders, build the solution, drive adoption, and iterate. You'll build with Salesforce, Gong, Clay, Claude, and n8n, and partner with Enablement so every change lands with training and accountability. You'll own adoption and consistency reporting to leadership and bring data and a point of view to every recommendation. This is an individual contributor role reporting to the Director of Revenue Strategy and Operations. What you'll do: - Discover. Spend time with BDRs, AEs, managers, and sales leaders across Mid-Market and SMB to see how work gets done in Salesforce, Gong, and the other systems in the sales workflow. Find where the process itself is flawed, where the field has worked around it, and where systems add friction instead of removing it. Map the path an AE takes from first meeting to closed-won, noting every system they touch, and inventory the manual tasks BDRs and AEs repeat today. - Scope. Turn what you hear into defined problems, each with a baseline, a success metric, and an estimate of impact. Prioritize by time saved, systems removed, and reps affected. - Recommend. Bring insights from field conversations, system data, and call recordings. Present options, trade-offs, and a clear recommendation to the Director and GTM leaders. - Align. Get Sales leadership, Enablement, GTM Systems, and other stakeholders on the same page before you build. Agree on owners, timelines, and what success looks like. - Build. Improve the process design, then build the solution yourself: workflow automations in n8n, AI agents and skills in Claude, signal-based prospecting plays in Clay, and configuration in Salesforce and Gong. Optimize how each system supports the process, remove manual steps, and bring work into the systems reps already use, so fewer tools stand between a rep and a closed deal. Partner with GTM Systems, who own the tech stack, on integration and consolidation decisions. - Drive adoption. Own adoption of every process and system change you ship, from launch until it sticks. Build adoption into the workflow itself through automation, in-system guardrails, and prompts, and give managers simple inspection routines to reinforce it. - Drive consistency. Set clear standards for how each stage of the funnel should run. Then reduce variance across reps, teams, and segments, so the process looks the same whether a deal sits with an SMB AE or a Mid-Market AE. - Measure and hold accountable. Define adoption, consistency, and outcome metrics for everything you ship, and own that reporting across the North American sales org. Review results with sales leaders and RevOps leadership on a regular cadence, flag gaps, make clear asks of managers and leaders, and escalate up the leadership chain when adoption stalls. - Iterate. Run a standing feedback loop with reps, managers, and leaders. Use it, plus the adoption data, to refine or retire what isn't working. - Partner with Enablement. Make sure every change ships with documentation, training, and clear expectations so adoption starts on day one, not just a Teams announcement. In your first 12 months, you'll: - Improve the design of core sales processes to drive better outcomes, including pipeline generation, stage conversion, and win rates. - Raise adoption of core sales processes and systems across North American Mid-Market and SMB, and close consistency gaps between reps, teams, and segments. - Increase adoption of signal-based prospecting. - Cut the time BDRs and AEs spend on research, follow-ups, and other manual work by automating the highest-volume tasks. - Reduce the time reps spend on non-sales activities. - Reduce the number of systems an AE must touch to take a deal from first meeting to closed-won. - Create consistent next-best-action prioritization at each stage of the funnel. - Ship automations and tools that stay in active use, each with measured impact. - Stand up adoption and consistency reporting and a regular leadership review. - Other duties/responsibilities as necessary. What you'll bring to the table: - 8+ years in Revenue Operations, Sales Operations, Sales Enablement operations, or GTM engineering, ideally supporting a B2B sales team. - A track record of improving a process's design after talking to the people who run it, then driving adoption until it stuck, with the data to prove it. - Experience mapping end-to-end workflows across multiple tools and removing steps, whether through automation, integration, or consolidation. - An eye for manual work worth automating. You can size what it costs in time and decide what's worth building. - Proof you've built and shipped something people use: automations, AI agents, or internal tools. We care about what you built, not which tool you used. - Hands-on experience with Salesforce and Gong. Experience with Clay, n8n, or similar workflow tools, and hands-on building with LLMs such as Claude, is a strong plus. - The ability to turn field feedback and system data into a clear point of view, and to defend it with VPs and with reps. - Comfort reporting adoption and consistency data to leaders and holding people accountable, constructively and without ego. - You own problems end to end and keep iterating until the fix works. - Excellent communication. You can run a working session with a rep in the morning and present a recommendation to a VP in the afternoon. Perks & Benefits: - Medical, Dental, Vision & Basic Life Insurance - Paid Maternity/Parental Leave Program - Paid Holidays & Flexible Time Off Program - Paid Sick Leave - Wellness Days (1 day/quarter) - 401K Match - Comprehensive Benefits Package >>> https://www.shipbob.com/careers/ - See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob) ShipBob believes in transparency while providing a competitive total compensation package with a pay for performance approach. The full base pay range for this position in our compensation architecture is $101,629 - $169,381. In addition to base salary, this role includes the opportunity to be eligible for participation in the Company's discretionary bonus plan based on Company's plans and in accordance with Company’s policies. We recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence; therefore, we encourage people from all backgrounds to apply to our positions. About You: Building the world’s leading full-stack fulfillment platform is challenging work. The problems we solve are complex, the pace is fast, and the bar is high. That means ShipBob’s environment isn’t the right fit for everyone, and that’s okay. If you are ready to take ownership, push boundaries, and grow alongside a team that genuinely supports each other, we would love to hear from you. Learn more about our core values and how we perform at a high level in our day-to-day work on our Culture page (https://www.shipbob.com/careers/culture/). About Us: ShipBob is a leading global supply chain and fulfillment technology platform designed for SMB and Mid-Market ecommerce merchants to provide them access to best-in-class capabilities and to deliver a delightful shopper experience. Merchants can outsource their entire fulfillment operations, utilize ShipBob’s proprietary warehouse management system for in-house fulfillment, or take advantage of a hybrid solution across ShipBob’s dozens of fulfillment center network in the United States, Canada, United Kingdom, Europe, and Australia. ShipBob is backed by leading investors like Menlo Ventures, Bain Capital Ventures, Hyde Park Venture Partners, and SoftBank Vision Fund 2, and is one of the fastest-growing tech companies headquartered in Chicago. At ShipBob, every full-time employee gets access to our best-in-class AI and productivity tools from Day 1 at no cost. This isn't a pilot or a perk for select teams. It's standard for everyone. We believe innovation isn't owned by one department. Whether you're in Talent, Operations, Finance, Engineering, or Customer Success, we expect you to ask: how can this be done better, faster, or smarter? These tools are our investment in your ability to find those answers. Use of AI-Assisted Tools During Recruitment We may use AI-assisted tools during the recruitment process to support administrative functions such as transcribing interviews, generating summaries or notes, organizing interview feedback, facilitating candidate communications, and helping recruiters identify candidates whose qualifications may align with job requirements. These tools are designed to assist our recruiting team and are not used to make final hiring decisions. Hiring decisions are made by trained human reviewers who consider the candidate's application, interview performance, qualifications, experience, and other relevant factors. AI-assisted tools do not independently determine whether a candidate advances in the hiring process or receives an offer of employment. Where required by applicable law, candidates will be provided with notice regarding our use of AI-assisted technologies and, where available, information about any applicable rights relating to such processing, including the ability to request additional information or opt out of certain AI-assisted processing activities. Candidates who exercise available opt-out rights may be reviewed through alternative processes consistent with applicable law. ShipBob provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. There is no deadline to apply for this position, as ShipBob accepts applications on an ongoing basis.