GTM Operations Specialist

The Role

This role supports the SDR Operations strategy from both a technical and business perspective. The mission is to build and continuously evolve a reliable, scalable, and market‑leading SDR infrastructure powered by automation and AI, fully integrated across the marketing and sales stack.

What Will You Be Doing?

Sales Workflow Standardisation & Playbooks

• Design, create, and scale SDR playbooks aligned with established "Golden Rules".
• Standardise end‑to‑end workflows, including status definitions, SLAs, qualification frameworks, routing logic, and edge‑case handling.
• Ensure every SDR interaction follows clear operational logic that is auditable, measurable, and repeatable across markets.

Experimentation & Testing

• Own tracking and reporting of all A/B tests across regions, covering assignment logic, sequences, messaging, and process variations.
• Identify growth opportunities through performance analysis and conversion insights.
• Drive data‑backed decisions: scale what wins, iterate what works, and sunset what doesn’t.

Reporting, Analytics & AI Enablement

• Ensure data quality and availability to power dashboards covering activity and productivity metrics, funnel conversion rates (MQL → SAL → Demo → Deal), pipeline health, velocity, and SLA adherence.
• Partner with RevOps and Data teams to apply AI and automation across the SDR lifecycle, including lead prioritisation and scoring enhancements, intelligent routing and workload balancing, and sequence optimisation and messaging recommendations.
• Translate AI outputs into clear operational guidance for SDRs, ensuring adoption, trust, and measurable impact.

Your Profile

• Strong HubSpot knowledge (mandatory) : hands‑on experience with workflows, lead routing, lifecycle stages, properties, reporting, and integrations.
• Experience in GTM / SDR / RevOps Operations in a B2B environment.
• Ability to design and standardise scalable sales workflows, playbooks, SLAs, and qualification frameworks.
• Strong analytical mindset: comfortable working with funnel metrics, conversion rates, and performance KPIs.
• Ability to translate business needs into technical solutions and communicate them clearly across teams.

Bonus Points

• Experience with A/B testing and experimentation in SDR or marketing workflows.
• Exposure to automation and AI use cases.
• Experience with additional GTM tools beyond HubSpot.
• Background in high‑growth or multi‑market environments.

Perks

• High growth, multicultural and friendly environment.
• Private health insurance.
• Wellness program with Gyms, pools, and outdoor classes.
• Cost savings with Cobee.
• Language classes.
• Salary boost with Payflow.
• Office breakfast and organic fruit.
• Discounts on Nora products.
• Pet friendly workplace.

We do not discriminate on any aspect. Factorial encourages everyone to join us.