GTM Operations Manager

About CyberArk

CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArk’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn more at cyberark.com.

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We are seeking a strategic and analytical Go To Market Operations Manager to join our high-
performing Operations team. This role will be responsible for driving global insights
and operational excellence across planning, forecasting, productivity, and automation. The
ideal candidate will bring a strong background in sales analytics, cross-functional
collaboration, and systems thinking to support our global go-to-market execution.

The Go To Market Operations Manager - global is a critical role to deliver our next phase of growth
in the global region. In this role, you will partner closely with multiple of the Regional Vice
Presidents throughout the global regions, with responsibilities spanning planning,
forecasting, segmentation, territory planning, and reporting of business performance. You
will be a critical part to our operational rigor and success of the global Sales organization.

Lead global territory design and alignment processes in partnership with regional
leaders.
• Support annual planning cycles with data-driven insights, capacity modeling, and
segmentation strategies.
• Collaborate with Finance and Strategy teams to ensure alignment with corporate
objectives.
• Apply a data-driven approach to optimize territory assignment and quota planning,
in partnership with Sales leadership and Finance.
• Support the global forecast rhythm, including weekly forecast rollups, trend
analysis, and executive reporting.
• Partner with regional operations and analytics teams to ensure forecast accuracy
and pipeline health.
• Drive adoption and optimization of forecasting tools (e.g., Clari, Salesforce).
• Support analysis and insights for forecast calls, pipeline generation calls, and
business reviews in partnership with multiple VP’s in the global regions.
• Prepare and deliver weekly insights packages for regional leadership, highlighting
performance trends, risks, and recommended actions.
• Monitor KPIs across pipeline velocity, sales productivity, and conversion rates.
• Support business reviews and executive updates with tailored analytics.
• Proactively identify key business trends.

Leadership team, and create action plans to implement changes in our GTM
structure in order to ensure we hit revenue targets.

• Analyze performance of global programs and provide actionable insights to improve
execution.
• Track sales compensation effectiveness and productivity metrics across segments
and regions.
• Partner with Enablement and Program Leads to align operational metrics with
program goals.
• Engage with the Analytics and Biz Apps teams to define requirements for
automation and dashboard creation.
• Drive continuous improvement in reporting infrastructure and self-service
analytics.
• Ensure data integrity and consistency across global dashboards.
• Act as an advocate on behalf of the global sales organization; ensure field feedback is
captured and acted upon to ensure continuous improvement.

5+years of experience in Sales Operations, Revenue Operations, or Business Analytics.
• Proven success in global field operations or GTM strategy roles.
• Strong proficiency in Salesforce, Tableau, Excel, and Clari.
• Experience with territory planning, forecasting, and pipeline analytics.
• Excellent communication and stakeholder management skills.
• Ability to synthesize complex data into clear insights and recommendations.
• 5-10 years of experience in related roles (e.g., Strategy and planning, Sales Ops, Rev
Ops, Financial Planning & Analysis and/or Analytics).
• Strong Microsoft Excel skills are required. Confidence and experience working in
Salesforce.com and Tableau. Experience in Clari is preferred but not required.
• Deep and broad understanding of Sales strategy and operations.
• Experience interacting with first and second line leaders within a Sales organization.
• Ability to structure and execute complex analyses and synthesize into clear,
actionable insights with business impact.
• Excellent verbal and written communications skills, including presentation skills to
all levels within the organization.
• Strong project management skills and drive for ownership and results.
• Ability to prioritize and multi-task and to work in a dynamic, fast-changing
entrepreneurial environment.
• A smart, bold but humble attitude to work collaboratively with CyberArkers across
the organization.