GTM Business Operations Manager at IDC – Needham, Massachusetts

About the Role & Team

The Go-to-Market Business Operations Manager role is a critical contributor to our GTM strategy and how we drive the business. Within this role you will be responsible for managing strategic initiatives, annual planning efforts and other high profile projects. You will have the ability to drive major change and improvement throughout the organization, working closely with Sales, Customer Success, Marketing and Finance leadership to drive revenue growth and operational efficiency. This role will report to the VP of Sales Strategy & Operations.

What You’ll Do

• Analyze market trends, competitive dynamics and customer data to inform strategic decisions.
• Gather insights from sales, customer and internal stakeholders to guide GTM strategies.
• Own key workstreams for annual planning and in-year re-forecasting: capacity inputs, coverage strategy, investment tradeoffs, and execution plans.
• Design and iterate on territory models and account assignment approaches across new business and expansion motions (e.g., geo/industry/segment, named accounts, overlays).
• Develop quota methodologies and allocation frameworks that are data-driven, transparent, and aligned to growth goals and capacity assumptions.
• Own strategic initiatives focused on pipeline growth, lead optimization, market segmentation, product rollout or other focus areas critical to revenue growth
• Help identify and prioritize high propensity verticals, geographies and use cases to drive focus within our Sales and Marketing organizations
• Build and maintain KPI trees and OKR frameworks for priority initiatives for Revenue Operations to implement and maintain.
• Develop scalable reporting and dashboards for GTM performance (pipeline health, conversion, productivity, whitespace, attach/penetration, cohort trends) and surface actionable opportunities and risks.
• Understand sales productivity and coverage, anticipate gaps and assist in developing solutions to drive improvements
• Create strategies around process optimization, cross functional coordination to drive consistency and alignment across all teams at IDC.
• Run pilots and experiments on messaging, pricing, segments and design incentives to motivate sellers.

What You Bring

• Bachelor's degree in Business, Economics, Finance, Marketing, Data Science or equivalent. (Master's degree is a plus)
• 6-10 years of relevant work experience.
• Proven attention to detail and excellent problem-solving skills
• Strong verbal/written communication and presentation skills, including an ability to effectively communicate with both business and technical teams
• Broad knowledge of GTM Strategies, Territory/Quota design principles and Annual Planning
• Knowledge of sales and revenue forecasting processes and approaches
• Ability to work independently as well as part of a larger team
• Ability and willingness to interact cross-functionally, with all levels of the organization

• Skills: Analytical & Strategic Thinking, Business and Market Understanding, Salesforce, Advanced Excel and Data Modeling, Strong collaboration and communication skills, Agility & execution with a high degree of accuracy, Curiosity is a must with the ability to dig into the business independently to identify areas of improvement.
• Attributes: Prior exposure to sales strategy, compensation design, performance culture, comfortable working with ambiguity and building a structure from scratch, and experience supporting cross-functional revenue teams.
• Limited Travel Required (less than 10% of your time)

Why This Role Stands Out
At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
  
• Company-paid parental leave
  

Compensation Transparency

At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner.

The expected total annual compensation, depending on location and experience, is between $100,000 – $120,000, inclusive of base salary and variable compensation.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.