GTM Process Analyst

GTM Process Consultant

Location: Remote

Contract Length: 12 Months

Rate: Up to £320 per day

IR35: Inside IR35

We are supporting a global technology organisation and are looking for an experienced GTM Process Analyst to join their Revenue Operations function. This role sits at the heart of Sales, Marketing, and Customer Success, helping to bring structure, consistency, and operational excellence to the way revenue teams operate. You'll be responsible for designing, documenting, and improving processes that drive efficiency, scalability, and predictable business performance. This is an excellent opportunity for someone with a strong background in Revenue Operations, GTM Operations, Sales Operations, or GTM Strategy who enjoys solving complex operational challenges and turning ambiguity into repeatable, scalable processes.

The Role

As a GTM Process Analyst, you will work closely with stakeholders across Sales, Marketing, Customer Success, Operations, and Leadership to define and standardise how teams work. You will analyse existing processes, identify inefficiencies, create new operating frameworks, define governance and policy standards, and establish metrics that drive accountability and performance. The successful candidate will be comfortable balancing strategic thinking with hands-on execution and will have a proven track record of driving process improvement within SaaS or technology-led organisations.

Key Responsibilities

• Process Design & Optimisation
• Analyse existing GTM processes across Sales, Marketing, and Customer Success.
• Design and implement scalable, repeatable operating processes.
• Create clear process documentation, workflows, playbooks, and governance frameworks.
• Identify bottlenecks, inefficiencies, and areas for operational improvement.
• Standardise processes to improve consistency across teams and regions.
• Policy & Governance
• Define and maintain GTM policies and operational standards.
• Establish clear ownership, accountability, and process controls.
• Ensure operational processes align with business objectives and revenue goals.
• Drive governance around CRM usage, forecasting, pipeline management, and customer lifecycle processes.
• Stakeholder Management
• Partner closely with Revenue Operations, Sales Leadership, Marketing Leadership, and Customer Success teams.
• Facilitate workshops and process mapping sessions with key stakeholders.
• Build alignment across teams and drive adoption of new processes and policies.
• Communicate recommendations and process changes clearly to both technical and non-technical audiences.
• Data, Metrics & Reporting
• Define and track key GTM operational metrics.
• Develop reporting frameworks to measure process effectiveness and adoption.
• Support forecasting, pipeline management, funnel performance, and operational reporting initiatives.
• Use data-driven insights to identify opportunities for continuous improvement.
• Change Management
• Support the rollout and adoption of new processes and operating models.
• Create training materials and user guidance documentation.
• Drive stakeholder engagement and behavioural change across revenue teams.
• Monitor adoption and recommend ongoing enhancements.

Required Experience

• 6+ years' experience within Revenue Operations, GTM Operations, Sales Operations, GTM Strategy, Commercial Operations, or a similar function.
• Previous experience working within SaaS or technology-driven organisations.
• Proven experience designing, documenting, and scaling business processes.
• Strong understanding of Sales, Marketing, and Customer Success operating models.
• Experience driving process improvement and change management initiatives.
• Strong stakeholder management and workshop facilitation skills.
• Experience defining KPIs, operational metrics, and performance frameworks.
• Excellent analytical and problem-solving abilities.
• Technical Skills
• Strong hands-on experience with Salesforce (SFDC).
• Experience working with CRM governance, pipeline management, forecasting, and reporting.
• Familiarity with Clari is highly desirable.
• Experience with modern GTM and Revenue Operations tools is advantageous.
• Strong Excel, reporting, and data analysis skills.

What Success Looks Like

• Revenue teams operate with greater consistency and efficiency.
• Core GTM processes are documented, standardised, and adopted.
• Clear policies and governance frameworks are established.
• Leadership has improved visibility into revenue operations performance.
• Sales, Marketing, and Customer Success teams are aligned around common processes and metrics.
• Operational improvements contribute to scalable growth and predictable revenue performance.

If you're interested, please send your CV to luke.sandilands@cpl.com