GTM Operations Manager, Tooling and Process

Hiring Manager

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Ryan Hinkley

, Director of Revenue Operations

About Scribe

Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset for people and AI agents.

We're growing fast. Since our founding in 2019, we've reached 7 million users across 600,000 businesses. Based in San Francisco, we're a LinkedIn Top Startup, valued at over $1B, and backed by leading investors. Join us in our mission to transform how people work.

About the role

You're joining Scribe as the first owner of how every AE, BDR, CSM, and SE actually does their job day-to-day. Right now that experience differs depending on who ramped you and which pod you landed in, and the gap gets absorbed by managers who are already stretched thin. You'll map the real workflow role-by-role, redesign it where it's broken, build the layer that lets managers inspect it, and run the tooling part of new hire onboarding.

What you'll do

• Map the complete day-in-the-life workflow for every GTM role — AE, BDR, CSM, SE, and their managers — so reps know what to do without hunting for it
• Design the task, queue, and report experience that makes that workflow real and consistent across every pod
• Build the manager inspection layer so leaders can check adoption on a defined cadence instead of asking around
• Participate in new-hire onboarding cohorts, owning logins, systems training, and first workflows
• Own change adoption when pricing, packaging, process, or tooling shifts, making sure the field actually adopts it, not just hears about it
• Re-architect broken workflows and specify the fix precisely enough for GTM Systems to build against
• Run the front line of user support and the case queue, using Scribe Capture and Optimize to find where reps actually get stuck

What we're looking for

• You've operated as a stakeholder or program owner through at least one CRM or systems implementation at a B2B SaaS company
• You look at a broken workflow and call it wrong, then design and spec the fix instead of documenting the mess as-is
• You understand Salesforce and adjacent GTM systems well enough to brief a systems team precisely, without needing to build the platform yourself
• You've run onboarding or training cohorts end to end, pulling in contributors you don't manage into one coherent experience
• You're comfortable running training sessions and office hours in front of large groups of field reps
• You use AI-native tools daily, not just experimented with them, and treat dogfooding your own product as part of the job
• Nice to have
• Familiarity with Salesforce administration, sales engagement platforms, or LMS/enablement tooling
• Background in B2B SaaS, ideally PLG or hybrid GTM motion
• This role is not for you if
• You want to own product enablement — how Scribe works, demo skills, competitive positioning — that lives with Product Marketing

You have not worked with stakeholders across an entire GTM team

• You want to own sales-skill coaching like pitch, cold calling, or objection handling — that's the CRO's enablement hire
• You need well-defined process handed to you — this role is building the process from scratch
• Why you'll love working here
• The reach of a unicorn, the headcount of a startup.
• We went from $1M to $100M ARR in under four years, with fewer than 200 people. That means more pie than people: scope grows with your impact. Customers like T-Mobile, LinkedIn, HubSpot, New York Life and Northern Trust run on Scribe, so what you own reaches some of the biggest names in business.
• Hard problems, real impact.
• Capturing how work actually gets done, at scale, is the foundation AI needs, and it's hard to get right. You'll build the layer other products and agents run on, in a category we're still defining.
• Smart is the floor. Kind is the bar.
• Low ego, high standards. We compete as a collective and love to see each other win, and One Team, One Dream is one of the most shouted-out values in #values.