Role Description As the Senior Manager, GTM Operational Excellence, you will architect and lead the future of how our Go-To-Market (GTM) organization operates. In this role, you aren't just managing processes—you are redefining them. At Remote, AI handles our operational floor (ticket resolution, knowledge retrieval, routine fixes). Your mission is to lead a high-performing team focused on the operational ceiling: - Identifying root causes of friction - Designing enterprise-grade systemic fixes - Partnering deeply with executive stakeholders across RevOps, Systems, Data, and Enablement to drive behavioral changes that scale You will have a seat at the table in shaping our AI-integrated operations strategy. Qualifications - Deep experience in BizOps, Strategy & Operations, or RevOps within a fast-growing SaaS environment, with at least 2–3 years of experience successfully managing and scaling high-performing teams. - A proven track record of building, scaling, and maturing GTM systems and processes from mid-stage growth through enterprise scale. - Deep working knowledge of Salesforce and complex GTM tech stacks (e.g., Enterprise CPQ, automated lead routing, complex compensation tooling). - A strong builder's mindset with hands-on experience leveraging AI tools, LLMs, and automation workflows to optimize business operations. - Exceptional written and verbal English communication skills, with a proven ability to distill complex operational challenges into clear, actionable executive narratives. - Prior experience working in a globally distributed, asynchronous environment is a strong plus. Requirements - Define and execute the multi-quarter strategy and vision for GTM Operational Excellence, aligning it with Remote’s overarching growth and revenue goals. - Hire, develop, and lead a high-performing team of operations managers and analysts. - Serve as the primary strategic partner to VP and C-level leaders across GTM, Systems, Product, and Finance. - Oversee the strategy for Remote’s AI ticketing layer, automated knowledge bases, and AI agent tuning. - Lead deep root-cause analyses on complex enterprise-level operational issues. - Own the post-mortem process for major operational incidents. - Establish and mature Remote’s global change management framework. - Own the KPIs that define operational health. Benefits - Work from anywhere - Flexible paid time off - Flexible working hours (we are async) - 16 weeks paid parental leave - Mental health support services - Stock options - Learning budget - Home office budget & IT equipment - Budget for local in-person social events or co-working spaces

• Apply and extend Runpod's core positioning, messaging hierarchy, and value propositions across all product lines and customer touchpoints. • Own product line PMM including positioning refreshes, feature launches and ongoing messaging aligned to the core framework. • Partner with brand and demand gen teams to ensure messaging consistency across all channels (web, docs, sales, community). • Own competitive intelligence: track the neocloud market landscape, synthesise insights and translate them into actionable battlecards, GTM strategies and content. • Run a structured win/loss program, identify patterns and feed findings back into product, competitive and sales enablement. • Lead GTM execution for product launches, driving cross-functional alignment across product, marketing and sales for coordinated, high-impact releases. • Own campaign brief execution: develop and maintain briefs across key GTM motions in partnership with demand gen and content. • Own the sales enablement cadence: maintain and refresh battlecards, objection handling, one-pagers and sales decks as the competitive landscape and product evolve. • Create long-form technical content that educates prospects and accelerates buying decisions – comparison guides, technical explainers, ROI frameworks, use case deep-dives, architecture guides and competitive analyses. • Contribute to the SEO/GEO and inbound content strategy in partnership with the content team, with a focus on competitive and product line topics. • Build and operate AI-assisted workflows for competitive monitoring, brief generation and content production that scale output. • Conduct customer research (interviews, surveys, win/loss analysis) to understand buyer motivations, decision criteria, pain points and objections. • Synthesise product usage data, customer feedback and market signals to inform messaging, content strategy and product prioritisation. • Serve as a voice of the customer in internal strategy discussions, ensuring GTM and content decisions are grounded in real customer needs and market dynamics.

• Responsible for the development and execution of marketing strategy, including positioning, promotion, sales and marketing initiatives and launch planning to build awareness and generate demand of current and new products. • Create a strategic plan that aligns with sales goals to drive business growth. • Develop, execute and measure the key marketing initiatives, including campaign development and sales execution, to meet strategic business unit goals within budget, ensuring close attention to branding guidelines • Maintain regional dashboards that provide clarity with execution of key initiatives, and supporting assumptions • Serve as the primary product expert and function as a knowledge resource for customers, sales, R&D, product engineering, and service personnel. • Consult on product design, development and release process road map • Consult on requirements for current and future products by conducting market research, collecting and analyzing market data, trends, customer attitudes and behaviors as well as the competitive landscape. • Coordinate the collection, description, analysis and prioritization of requests for new product functionality from customers, with a strong emphasis on teamwork, collaboration and communication. • Support marketing, sales and clinical support teams through the development and maintenance of various technical marketing collateral including application notes, FAQs, product notes, user guides, field training presentations, online marketing content and demos. • Develop hands-on, in-depth knowledge of competitive products and maintain technical analysis of competitive strengths and weaknesses, feature sets, underlying technology, product workflow, usability, etc. to establish technical differentiation and feature/benefit statements. • Solicit customer, prospect and partner input (via customer calls, user groups, site visits, tradeshows, surveys, win/loss analyses, etc.) to understand market challenges and requirements. • Ensure clear understanding of product supply (including regional allocation) working with Global Supply Chain and Global Marketing, and ensure allocation within region, and ensure customer satisfaction with resolution of any supply challenges. • Ensure regional forecast accuracy for products in business units working closely with sales and demand planning.

• Drive measurable adoption of EDB Postgres AI’s core database capabilities — resilience, scale, security, and AI-native Postgres — and own the narrative of our category-defining capabilities like autonomous operations and semantic intelligence. • Own the narrative that makes EDB Postgres AI the default platform for enterprises bringing AI to their data and running mission-critical workloads, measured by competitive win rates, analyst recognition, and share of voice in the database market. • Drive end-to-end GTM strategy for database platform launches and updates, including messaging, adoption programs, and cross-functional execution. • Serve as the internal and external authority on database personas — DBAs, architects, platform engineers, and infrastructure buyers — their journeys, pain points, and the business case for modern databases.