Kore.ai

Lead GTM strategy frameworks, customer journey architecture, and strategic investment recommendations for leadership. | Requires 3-4 years consulting experience at top firms, GTM framework design, B2B SaaS exposure, BI tool proficiency, and strong communication skills. | Kore.ai is a globally recognized leader in the conversational and generative AI space helping enterprises deliver extraordinary experiences for their customers, employees, and contact center agents. Kore.ai’s goal is to empower businesses with effective, simple and responsible AI solutions that create engaging interactions. sectors serving over 100M of consumers and 500,000+ employees worldwide. With billions of interactions automated using our AI-powered technology, we have been able to save over $500M for these companies. Kore.ai is one of the fastest growing AI companies globally. We are recognized as a leader by the leading technology and industry analysts like Gartner, Forrester, IDC, ISG, Everest, and others. Founded in 2014 by serial successful entrepreneur, Raj Koneru, Kore.ai supports customers globally across offices in Orlando, Hyderabad, New York, London, Germany, Dubai Frankfurt, Tokyo and Seoul. We’re reshaping the way companies harness the power of AI, simplifying and enhancing accessibility. Work alongside some of the brightest minds in the industry to pioneer safe, reliable solutions. Join the Kore.ai team and help companies of all sizes simplify the adoption of advanced AI solutions responsibly. Overview The Manager, GTM Strategy & Intelligence is the thinking engine of this function. The individual who owns the customer journey architecture, builds the GTM frameworks that govern how the org operates, and produces the strategic investment recommendations for leadership. Operating with high autonomy and structured thinking, this strategic role represents the team’s point of view credibly in senior conversations. LOCATION: San Mateo, CA Responsibilities • Own and continuously refine the customer journey architecture — what good looks like at each stage for target accounts. • Conduct qualitative research through stakeholder interviews across sales, marketing, CS, and partners to identify where the GTM model is breaking down • Build GTM frameworks: account qualification criteria, progression standards, handoff definitions between teams • Develop the analytical narrative for monthly and quarterly leadership reviews • Work with colleagues to ensure frameworks are enforced in the field, not just documented • Bring competitive and market intelligence into GTM strategy recommendations • Direct the GTM Strategy Analyst on research and support workstreams Must Have Skills • Undergraduate degree from a strong program with 3 to 4 years of post-graduation experience at an MBB firm (McKinsey, Bain, or BCG) at the Associate or junior Engagement Manager level highly preferred. • Demonstrated ability to build GTM frameworks from scratch, with examples of frameworks personally designed and drove to adoption required. • Prior exposure to B2B SaaS, enterprise technology, or GTM strategy work during consulting engagements required. • Familiarity with enterprise SaaS sales cycles, hyperscaler partnerships, or GSI/ISV go-to-market motions highly preferred. • Prior experience in a revenue operations or GTM operations function before moving into strategy highly preferred. • Previous experience with various BI & analytics tools such as Tableau, Looker, etc required. • Previous experience working with pipeline data, interpreting dashboards, and building the data narrative behind a strategic recommendation required. • Previous experience working across multiple GTM motions simultaneously (direct sales, partnerships, BDR, or channel) required. • Excellent written and verbal communication required. Education • Undergraduate degree required, MBA highly preferred Depending on specific professional experience and geographical location of individuals, the salary for this position ranges from $150,000 - $170,000. Additional wage/bonus/commission and benefit details will be shared during the formal interview process for this full-time employment opportunity.

Manage sales systems, processes, reporting, territory planning, and enablement to optimize sales team performance. | 5+ years in Sales or Revenue Operations at B2B SaaS, deep HubSpot CRM experience, strong sales process knowledge, analytical fluency, excellent communication, and ability to manage multiple workstreams. | Kore.ai is a globally recognized leader in the conversational and generative AI space helping enterprises deliver extraordinary experiences for their customers, employees, and contact center agents. Kore.ai’s goal is to empower businesses with effective, simple and responsible AI solutions that create engaging interactions. sectors serving over 100M of consumers and 500,000+ employees worldwide. With billions of interactions automated using our AI-powered technology, we have been able to save over $500M for these companies. Kore.ai is one of the fastest growing AI companies globally. We are recognized as a leader by the leading technology and industry analysts like Gartner, Forrester, IDC, ISG, Everest, and others. Founded in 2014 by serial successful entrepreneur, Raj Koneru, Kore.ai supports customers globally across offices in Orlando, Hyderabad, New York, London, Germany, Dubai Frankfurt, Tokyo and Seoul. We’re reshaping the way companies harness the power of AI, simplifying and enhancing accessibility. Work alongside some of the brightest minds in the industry to pioneer safe, reliable solutions. Join the Kore.ai team and help companies of all sizes simplify the adoption of advanced AI solutions responsibly. Overview We are a fast-growing enterprise technology company and we are looking for a Sales Operations Manager to own the systems, processes, and execution infrastructure that powers our sales team. This is a high-impact, highly visible role that sits at the center of how we scale our sales motion. You will work closely with sales leadership, the Chief Revenue Officer, and a dedicated GTM Strategy & Intelligence team to make sure our sales org is running efficiently, our data is clean and reliable, and our reps have everything they need to close deals and grow accounts. If you are someone who thrives in a fast-moving environment, loves building and optimizing systems, and gets satisfaction from seeing a well-run sales machine — this role is built for you. LOCATION: San Mateo, CA (In office, onsite) Responsibilities This role has five core ownership areas. Each is critical to the sales team performing at its best. • Sales Systems & Tools Administration You are the owner of our sales technology stack. This means the systems are configured correctly, adopted consistently, and working reliably so that reps spend their time selling, not troubleshooting. • Own the end-to-end administration of HubSpot CRM — pipeline configuration, lifecycle stages, workflow automation, user management, and data hygiene • Manage all tools in the sales stack including LinkedIn Sales Navigator, Zoom, and any additional platforms used by the sales team • Evaluate, onboard, and integrate new tools that improve sales productivity and execution quality • Maintain clean, reliable data within the CRM so that inputs flowing into GTM-wide reporting are accurate and consistent • Note: ClickHouse and Looker are owned by the GTM Analytics & AI team. Your responsibility is ensuring clean data flows from the sales stack into that infrastructure • Sales Process & Documentation You define how the sales team operates. From prospecting to close, you own the playbooks, the standards, and the processes that make execution consistent across every rep. • Build, document, and continuously improve sales processes, playbooks, and standard operating procedures • Ensure every rep has clear, current documentation for prospecting, qualification, opportunity management, handoffs, and closing • Identify process gaps through close observation of the sales team and proactively propose improvements before they become performance issues • Own renewals and upsell process documentation in partnership with Customer Success to ensure seamless post-sale execution • Create and maintain internal training materials so process knowledge is captured and transferable • Sales Performance Tracking & Forecasting You are the person who makes sure the sales team’s numbers are accurate, timely, and trusted. You own the sales-level reporting — this is distinct from GTM-wide strategic analytics which sits with a dedicated team. • Track and report on sales-specific metrics: quota attainment, win/loss rates, pipeline velocity, stage conversion, and average deal size • Own QBR preparation for the sales team — building the data foundation that sales leadership uses to assess performance and plan ahead • Validate forecast inputs from the sales team and flag data quality or consistency issues before they affect broader GTM reporting • Partner closely with the GTM Analytics & AI team to ensure sales data feeding into company-wide dashboards is clean, consistent, and properly structured • Territory, Segmentation & Compensation You help design and manage how the sales team is organized to go after the market effectively. • Assist with territory planning and management — defining account coverage boundaries and ensuring accounts are assigned appropriately across the team • Refine customer segmentation criteria within the sales motion to sharpen targeting and improve prioritization of high-value accounts • Support compensation structure design in partnership with sales leadership and Finance — tracking quota attainment and incentive payouts accurately • Flag imbalances or gaps in territory coverage or compensation design that are showing up in performance data • Sales Team Enablement & Onboarding You make sure every rep can hit the ground running and that the broader team has what it needs to stay sharp. • Lead onboarding of all new sales hires onto tools, systems, and processes — your goal is to minimize ramp time and maximize early productivity • Design and maintain structured onboarding programs that cover the full sales tech stack and operational playbooks • Identify knowledge or process gaps in the existing team and develop targeted enablement to close them quickly • Partner with sales leadership on ongoing training needs as the team scales and the sales motion evolves Required Skills & Qualifications Must Have – • Minimum 5 years of experience in Sales Operations or Revenue Operations at a B2B SaaS or enterprise technology company required • Deep, hands-on HubSpot CRM experience — previous experience configuring pipelines, building automations, managing integrations, and maintaining data quality at scale required • Strong command of the B2B sales process end to end (prospecting and qualification through to close, renewal, and expansion) required • Demonstrated ability to build and document sales processes that get adopted and followed by the team, not just written and ignored required • Analytical fluency required — building & interpreting sales reports, identifying what the numbers are telling you, and turning data into actionable recommendations for sales leadership • Excellent written communication required — process documentation is crafted in clear, concise, and written capacities for the person who has to follow it & not for the person who wrote it • Previously managed multiple workstreams simultaneously without losing track of details or deadlines required • Very comfortable with ambiguity and change required— operating well in a fast-moving environment where priorities shift and the playbook is still being written • Preferred – • Experience working alongside a GTM Strategy, Revenue Analytics, or Business Intelligence function — you understand how sales data feeds into broader organizational reporting and you treat data quality as a shared responsibility • Familiarity with BI tools such as Looker at a consumption level — you can read and interpret dashboards even if you are not building the underlying data models • Background in territory planning, quota design, or sales compensation modeling • Experience with a high-growth, scaling sales team where processes were being built and refined in real time • Exposure to enterprise sales cycles involving multiple stakeholders, long deal timelines, and complex procurement processes • Must currently reside and live in San Mateo, CA area Education – • Must have – bachelor’s in business, Management or marketing • Preferred – master’s in business, Management or marketing Depending on specific professional experience and geographical location of individuals, the salary for this position ranges from $140,000 - $160,000. Additional wage/bonus/commission and benefit details will be shared during the formal interview process for this full-time employment opportunity.