Role Description Unity's GTM Operations team sits at the intersection of marketing and sales, and this role owns the most critical part of that handoff. We're looking for a Senior GTM Operations Manager to be the dedicated owner of the technology, workflows, and operational standards that govern how leads move from marketing into the hands of the sales team—from enrichment and deduplication through scoring, routing, and assignment. This is a hands-on operational role for someone who understands the full lifecycle of a lead and contact, can translate business requirements into scalable system configurations, and knows how to build the kind of trust with sales teams that makes them want to actually use the tools you build. If you find satisfaction in making a messy, manual process clean and automatic—and in knowing that your work directly affects whether sales reps get the right information at the right time—this role is for you. Remote position with a preference for East Coast-based candidates to support team alignment. What you'll be doing - Own the end-to-end marketing-to-sales handoff: lead routing logic, assignment rules, deduplication, SLA governance, and scalable enrichment and augmentation workflows across the lead and contact objects. - Administer and optimize GTM platforms including LeanData, MadKudu, ZoomInfo, Clay, and deduplication tooling; own Qualified.com across email and live chat channels, including conversation flows, routing logic, and AI agent configuration. - Partner with IT on Salesforce requirements for the lead and contact objects; build and own reporting dashboards, lead visibility widgets, and funnel analytics covering enrichment rates, routing SLA compliance, and tool adoption. - Collaborate with BDR leadership, sales teams, sales enablement, and Marketing Operations to drive tool adoption, ensure process adherence, and maintain a seamless handoff from Eloqua into the sales funnel. - Develop and maintain operational documentation, process playbooks, and governance standards; lead change management for new tool launches and system updates. Qualifications - 5+ years in marketing operations, sales operations, revenue operations, or GTM operations at a B2B SaaS company, with hands-on experience across the GTM tech stack: lead routing (LeanData strongly preferred), lead scoring (MadKudu), enrichment (ZoomInfo, Clay), marketing automation (Eloqua), and Salesforce on the lead and contact side. - Deep understanding of the marketing-to-sales funnel—how leads are created, scored, enriched, deduplicated, routed, and assigned—and practical instincts for where processes break and how to fix them at scale. - Experience administering conversational AI platforms such as Qualified.com across email and live chat; comfortable defining and documenting requirements for Salesforce lead and contact configurations and working with IT to implement them without direct admin access. - Outstanding communication skills and a track record of owning SOPs, playbooks, and process documentation that enable teams to operate independently—with the project management discipline to run multiple workstreams simultaneously. - Strong preference for hands-on AI experience relevant to GTM operations: prompt engineering, agentic AI workflows, and integrations applied to lead operations, enrichment pipelines, or sales engagement processes. Requirements - Gross pay annually: 115,500 - 173,300 USD - This range reflects the anticipated base salary for this position. Beyond base salary, this role may be eligible for equity awards and participation in our company incentive plans (such as annual discretionary bonuses or sales commissions). - The final offer amount will depend on several factors, including geographic location and the candidate’s relevant experience, professional background, and skill set. Benefits - Comprehensive health, life, and disability insurance - Commute subsidy - Employee stock ownership - Competitive retirement/pension plans - Generous vacation and personal days - Support for new parents through leave and family-care programs - Office food snacks - Mental Health and Wellbeing programs and support - Employee Resource Groups - Global Employee Assistance Program - Training and development programs - Volunteering and donation matching program

Role Description The Senior Analyst, Financial Operations provides direct support to the Senior Director, Finance, in efforts to achieve organization-wide financial and business performance objectives. Chief responsibilities include: - Providing support for the monthly close process by way of journal entries, account reconciliations, accruals, deferrals, chargebacks, payment tracking, supporting budgetary analyses, and forecasting. - Supporting multiple divisions including Learning and Assessment, BigFuture, the Office of the CEO, Operations, and Corporate & Finance. In this role, you will: - Month-End Close Support (35%): - Provide support to the Senior Director by assisting with all phases of the close process which includes accruals, reconciliations, monthly reporting, actual/budget variance analysis, and resolution. - Extract and analyze data from multiple sources, identifying inconsistencies and following up on resolutions along with supporting documentation for journal entries. - Prepare monthly journal entries in accordance with College Board guidelines, ensuring all entries contain accurate descriptions and appropriate supporting documentation. - Monitor activity reports across supported programs and products to identify variances and help ensure an accurate monthly close process. - Review and approve requisitions, Non-PO supplier invoices, and check requests. - Year-End Close Support (35%): - Research program and vendor invoices, review purchase order reports, and establish processes for identifying unrecorded liabilities. - Conduct meetings with program counterparts to resolve inquiries and prepare appropriate revenue and expense accruals. - Back up to the Capitalized Software calculations and stay up to date with items capitalized, any changes in methodology, and data issues as they arise. - Responsible for monthly revenue and expense accruals and deferrals including researching invoices from programs and vendors. - Support External and Internal Audit Processes. - Accounting Operations Efficiency Promotion (30%): - Collaborate with the Operational Excellence and Strategic Sourcing teams to refine and improve the open purchase order closure process. - Serve as point for the College Board Cares benefit, working with the Talent and OCEO teams to set up the charities and derive contributions. - Perform special projects and assignments for the finance department as assigned. Qualifications - Five to seven years of directly related, progressively responsible work experience in a financial operations management environment. - Thorough knowledge of financial and general accounting principles. - Strong organization and prioritization skills. - Strong interpersonal skills with experience providing leadership and direction in financial analysis and planning. - Adept problem-solving skills, including using data to inform decisions and actions. - Excellent verbal and written communication skills. - Proven ability to build relationships and influence others to action. - Excellent Excel and Word skills. - Experience with strategic planning, financial systems, product financial analysis, budgets, and general accounting functions required. - Workday ERP skills are preferred. - CPA, Masters in Accounting, or MBA is preferred. - The ability to travel 1-2 times a year to College Board offices or on behalf of College Board business. Requirements - A passion for expanding educational and career opportunities and mission-driven work. - Curiosity and enthusiasm for emerging technologies, with a willingness to experiment with and adopt new AI-driven solutions. - Clear and concise communication skills, written and verbal. - A learner's mindset and a commitment to growth. - A drive for impact and excellence. - A collaborative and empathetic approach. - Authorization to work in the United States. Benefits - A meaningful career and a supportive team. - A comprehensive package designed to help you thrive. - Fair and competitive compensation, grounded in your qualifications, experience, impact, and the market. - The hiring range for this role is $64,000-$100,000/year. - Salary adjustments by location to ensure fairness. - Open, transparent conversations about compensation, benefits, and work culture throughout the hiring process.

• Design and build sales workflows and tooling from scratch, often as the first person to solve a given problem at Cambly • Own HubSpot end-to-end: data model, pipeline stages, automations, reporting, integrations • Build and maintain prospecting/enrichment workflows using Clay, LinkedIn, and similar tools • Implement and optimize call recording/conversation intelligence tools for coaching and pipeline insight • Identify and build AI-enabled workflows across the sales cycle (lead scoring, call summarization, forecasting) • Build dashboards and reporting for real-time pipeline health, rep performance, and forecast accuracy • Diagnose bottlenecks in the sales cycle and design scalable processes, not one-off patches • Partner cross-functionally with Sales, Marketing, and Finance to keep systems and data aligned

• Initiate local quotation activities once site selection has been confirmed. • Review technical strategy from SMEs ensuring alignment with client needs. • Responsible for building the draft technical scope, high level timelines and price estimates for the bid proposal using current quoting processes, tools and templates. • Where appropriate, working with the Legal / Contracts function to ensure that the correct legal terms and conditions are applied to a given proposal. • Ensuring that the appropriate proposal review and authorization have been acquired from site SMEs and management; this may include supporting deal pricing / margin discussions with Site Leadership. • Support the Sales team on teleconferences or site visits with the client to confirm the technical aspects of projects are understood and priced appropriately together with gaining an understanding of the actions needed to progress a given deal towards successful closure and assisting / coordinating internally as necessary. Follow up as required. • Coordinating the transition of the project information with technical contacts & project management team for all awarded projects. This includes the timely "file dropping" of quoting information into ChangePoint. • Contribute to the updating and maintenance of SalesForce.com. • Provide assistance to general enquiries raised by the Sales group. • Work with Business Development Executives, Site Leadership and Project Managers to promote Patheon and ensure client satisfaction. • Must be prepared to present and discuss quotation aspects and analysis to all levels of the organization. • Contribute to continuous improvements within the proposals process. • Where applicable, performs job responsibilities in compliance with cGMP and all other regulatory agency requirements. • Performs other duties as assigned.