Sales Operations, AI Go-to-Market (GTM)

Location: India, Costa Rica (Global scope)

Department: Global AI Unit / AI Market Makers

Reports to: Executive, Head of AI Strategy and Product

Job Type: Full-time

Position Summary

We are seeking a highly analytical and detail-oriented AI GTM Sales Operations Manager to support the growth and operational excellence of NTT DATA's AI business. This role will serve as the operational backbone of the AI GTM organization, ensuring pipeline integrity, opportunity governance, stakeholder management, deal triage and executive reporting across the AI portfolio.

The successful candidate will partner closely with sales leaders, client executives, solution leaders, and delivery teams to drive operational rigor throughout the opportunity lifecycle-from qualification through closure, staffing, and delivery transition. This individual will play a critical role in ensuring the organization maintains accurate data, actionable insights, and scalable processes that support pipeline growth, revenue realization, and business performance.

________________________________________

Key Responsibilities Pipeline Opportunity Management

- Monitor and manage the AI opportunity pipeline across all stages of the sales lifecycle.
- Ensure opportunities are accurately maintained within Salesforce and other business systems.
- Validate opportunity data quality, stage progression, forecasting assumptions, and pipeline health.
- Identify and resolve data inconsistencies, incomplete records, and process compliance issues.
- Drive adherence to AI opportunity tagging, taxonomy standards, and reporting requirements.

Sales Operations Revenue Governance
- Partner with GTM leadership to establish and maintain pipeline governance processes.
- Track opportunity progression, conversion rates, win rates, sales cycle duration, and forecast accuracy.




- Monitor sales performance metrics and provide actionable insights to leadership.
- Support deal reviews, pipeline reviews, forecast discussions.
- Identify opportunities to improve sales effectiveness and operational efficiency.

Staffing Readiness Delivery Transition
- Partner with delivery leadership and resource managers to ensure staffing readiness for anticipated and closed opportunities.
- Monitor workforce planning requirements against projected pipeline growth.
- Identify staffing risks and capacity constraints early to support proactive decision-making.

Data Quality Business Intelligence
- Maintain data integrity across Salesforce, reporting dashboards, workforce planning tools, and manual tracking processes.
- Develop and maintain executive dashboards and KPI reporting.
- Produce recurring reports on: Pipeline performance, Win/loss trends, Conversion rates, Revenue realization, Resource demand, and Sales cycle performance.
- Analyze business trends and provide recommendations to improve operational performance.

AI GTM Governance Compliance
- Ensure AI opportunities are properly identified, tagged, and reported across the organization.
- Investigate and resolve instances where AI-related work is not appropriately classified.
- Partner with sales, solution, and delivery teams to improve visibility into AI engagements.
- Support the ongoing evolution of AI sales taxonomy, reporting standards, and governance processes.
- Drive adoption of standardized operating procedures and best practices.





Executive Reporting Strategic Support
- Support leadership meetings, business reviews, and executive operating cadences.
- Prepare executive summaries, dashboards, and business performance reports.
- Provide insights into pipeline trends, market opportunities, operational bottlenecks, and growth performance.
- Support strategic initiatives related to AI business growth, operational scaling, and GTM effectiveness.

Required Qualifications
- Bachelor's degree in Business, Finance, Analytics, Information Systems, or a related field.
- - years of experience in Sales Operations, Revenue Operations, Business Operations, GTM Operations, or related functions.

- Robust experience working with Salesforce CRM and pipeline management processes.
- Experience supporting executive reporting, forecasting, and business performance management.
- Advanced analytical skills with proficiency in Excel, reporting tools, and dashboard development.
- Strong attention to detail and commitment to data quality.
- Excellent communication and stakeholder management skills.

Preferred Qualifications
- Experience supporting technology, data, AI, consulting, or professional services organizations.
- Experience with Salesforce reporting, Power BI, Tableau, or similar business intelligence platforms.
- Knowledge of resource planning, workforce management, or services delivery organizations.
- Experience supporting large-scale GTM organizations and opportunity governance programs.
- Familiarity with AI, data, and digital transformation services.

Core Competencies
- Revenue Operations
- Pipeline Management
- Salesforce Governance
- Forecasting Analytics
- Executive Reporting
- Data Quality Management
- Resource Planning
- Business Process Optimization
- Cross-Functional Collaboration
- Operational Excellence

📌 AI Go-to-Market Specialist (Bengaluru)
🏢 NTT DATA Business Solutions
📍 Bengaluru