What are the responsibilities and job description for the GTM Operations Lead position at Infor?
Infor is seeking a GTM (go-to-market) Operations Lead to define and execute GTM strategies that align with the company's vision and drive business growth. This role sets the direction for how the company reaches, sells to, and expands its customer base across segments and regions, defines how success is measured, and establishes a unified GTM operating rhythm and calendar. The GTM Operations will partner with Sales, Finance, Marketing, Customer Success, Industry Strategy, and IT to support revenue execution and operational performance.
A Day in the Life Typically Includes:
- Own end-to-end GTM strategy development, execution, and ongoing optimization aligned to geo, micro-vertical, solution, and industry priorities.
- Lead the TAM alignment framework, including ICP definition/maintenance, account tiering, and governed prioritization (with a clear process for exceptions outside the model).
- Develop and evolve segmentation across SMB, mid-market, enterprise, and industry verticals, including lifecycle-based install base segmentation (Grow, Maintain, Harvest) with strategies and metrics.
- Partner cross-functionally to define and operationalize GTM motions, including buying entities/DMUs and account hierarchy structures.
- Conduct market, competitive, and performance analysis to generate insights and inform GTM decisions and adjustments.
- Manage the GTM execution roadmap and planning rhythm (territory adjustments, change management, reporting cadences), embedding key milestones and governance into the corporate calendar.
- Establish business goals, KPIs/OKRs, and success metrics; drive dashboard alignment, proactively identify execution gaps, and deliver QBRs and executive-ready recommendations for course correction and accountability.
Basic Qualifications:
- Experience in Sales Operations or Revenue Operations within enterprise SaaS or technology organizations.
- Experience developing strategic GTM plans with business and drive success.
- Expertise in analytical and strategic planning to inform GTM decisions, account prioritization, and performance management.
- Experience with CRM and sales systems (e.g., Salesforce).
- Legal authorization to work permanently in the United States without requiring a visa transfer or sponsorship
Preferred Qualifications:
- Experience working in Sales Operations in a software company.
- Experience presenting to executive team.
Location: Hybrid role (3 days in office - Atlanta, GA )
About Infor
Infor is where ambition meets impact. Join a global community of bold thinkers and innovators, where your expertise doesn't just solve problems. it shapes industries, unlocks opportunities, and creates real-world impact for billions of people. At Infor, you're not just building a career. you're helping to build what's next.
Infor is a global leader in business cloud software products for companies in industry specific markets. Infor builds complete industry suites in the cloud and efficiently deploys technology that puts the user experience first, leverages data science, and integrates easily into existing systems. Over 60,000 organizations worldwide rely on Infor to help overcome market disruptions and achieve business-wide digital transformation.
For more information visit www.infor.com
Our Values
At Infor, we strive for an environment that is founded on a business philosophy called Principle Based Management (PBM) and eight Guiding Principles: integrity, stewardship & compliance, transformation, principled entrepreneurship, knowledge, humility, respect, self-actualization.
We have a relentless commitment to a culture based on PBM. Informed by the principles that allow a free and open society to flourish, PBM prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.
Infor is an Equal Opportunity Employer. We are committed to creating a diverse and inclusive work environment. Infor does not discriminate against candidates or employees because of their sex, race, gender identity, disability, age, sexual orientation, religion, national origin, veteran status, or any other protected status under the law. If you require accommodation or assistance at any time during the application or selection processes, please submit a request by following the directions located in the FAQ section.
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