GTM Specialist, Pipeline, Forecasting & Operating Cadence

POSITION OVERVIEW

Lean Layer is the #1 Rated RevOps Agency on G2, and we're doubling our consulting team over the next year. Our reputation is built on excellent results, which means we need to keep hiring excellent people. We're looking for an experienced GTM specialist who can design, build, and improve how our clients manage their pipeline, forecast revenue, and run their sales organizations.

Our clients come to us for help improving sales processes, implementing forecasting systems, building territory and quota plans, and establishing effective sales operating cadences. You'll work alongside our RevOps Consultants and directly with Clients to understand how their businesses operate, challenge existing approaches, and implement better systems and processes.

This role is consultative and hands-on. You'll help clients think through how they manage pipeline, forecast revenue, and make decisions, then build the processes, tools, and reporting that support them. You should be equally comfortable discussing forecasting methodology with a CRO, building a capacity model in Excel, or configuring opportunity management workflows in Salesforce.

The ideal candidate understands how a revenue organization operates, enjoys solving complex business problems, and believes in keeping things simple rather than over engineering. You'll have the opportunity to work across different B2B companies, influence how they run their sales organizations, and help develop this area of expertise within Lean Layer.

WHAT WE'RE LOOKING FOR

The ideal candidate:

• Has deep, hands-on experience in Sales Operations or Revenue Operations, with particular expertise in pipeline management, forecasting, and sales operating cadences.

• Understands how sales processes, pipeline management, forecasting, territories, quotas, and capacity planning work together.

• Has worked closely with CROs, sales leaders, and RevOps teams to improve how sales organizations operate.

• Can take a business problem, challenge existing approaches, recommend a solution, and implement it.

• Is highly proficient in Salesforce and comfortable building workflows, reports, dashboards, and automations.

• Has strong analytical and modeling skills and enjoys getting into the details of sales performance, pipeline, and forecast data.

• Understands the daily reality of AEs and sales managers and builds processes people will actually use.

• Is interested in automation and AI and how they can improve sales operations.

• Is comfortable working across multiple client environments and managing competing priorities.

You'll be a strong fit if you've built things like:

• A sales process in Salesforce with clearly defined opportunity stages, exit criteria, required fields, and automated pipeline hygiene checks.

• A forecasting process that brings together rep submissions, manager judgment, forecast categories, and opportunity data into a reliable weekly forecast.

• A forecasting system in Salesforce, Clari, BoostUp, or a similar platform, including automated rollups, reporting, and alerts.

• A weekly pipeline and forecast review cadence with standard dashboards, deal inspection processes, and clear follow-up actions.

• A territory and account assignment model that balances account coverage, sales capacity, and ownership rules.

• A sales capacity and quota planning model that incorporates headcount, ramp time, productivity, attainment, and revenue targets.

• Automations or AI workflows that reduce manual forecasting, pipeline inspection, or sales planning work.

KEY RESPONSIBILITIES

Pipeline Management & Sales Processes

• Design and implement sales processes, opportunity stages, qualification criteria, and pipeline management workflows.

• Configure Salesforce or HubSpot to support opportunity management, required data capture, pipeline hygiene, and sales handoffs.

• Build automated workflows that flag stalled opportunities, missing information, overdue close dates,