GTM Operations Specialist

Hello!

At Factorial we're looking for a new GTM Operations Specialist for the Marketing team to help us boost the company to the next level.

Ready to be part of the challenge?

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, and fully integrated across the marketing and sales stack.

Your work will ensure Marketing and SDR teams operate as one cohesive revenue engine: fast, efficient, automated, and insight-driven.

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 (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
  • 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 of being part of our team

We care about people and we also offer a lot of benefits for employees:

• High growth, multicultural and friendly environment
• Alan private health insurance
• Healthy life with Wellhub (Gyms, pools, outdoor classes) ♀
• Save expenses with Cobee
• Language classes
• Get the most out of your salary with Payflow
• Breakfast in the office and organic fruit
• Nora discounts
• Pet Friendly

Join Factorial, where people grow

Diversity is part of our culture, we have more than 43 nationalities in our teams and we are infused in an inclusive environment for all employees and candidates. Please feel free to apply with the way it suits you better! (blind resume, identity pronouns, cover letter, etc). We do not discriminate on any aspect, in fact; Factorial encourages everyone to join us!

About us

At Factorial, we’re building the leading business management software for companies of all sizes. Our platform centralizes key workflows across HR, finance, and operations, freeing teams from manual processes so they can focus on what really matters: leading, growing, and taking care of their people.

With over 1,200 employees across 7 markets, we serve 700,000+ users and are one of Europe’s fastest-growing SaaS companies, backed by top-tier investors and proudly headquartered in Barcelona.We believe in bold goals, radical ownership, and inclusive collaboration. If you're excited to shape the future of business management technology, we’d love to meet you.

Our Values

• We own it : We take responsibility for every project. We make decisions, not excuses.
• We learn and teach : We're dedicated to learning something new every day and, above all, share it.
• We partner : Every decision is a team decision. We trust each other.
• We grow fast : We act fast. We think that the worst mistake is not learning from them.

Wanna learn more about us? Check our website!