GTM Research & Operations Specialist

Build the account-intelligence and campaign-operations engine behind Opsolute's enterprise GTM motion.

Location

Bengaluru - hybrid

Employment

Full time

Experience

2-4 years in B2B SaaS research, GTM operations, outbound operations or a closely related role

Works with

Fractional GTM Operator, Founding Enterprise SDR, Founder, Brand & Content Lead and Design

About Opsolute:

Opsolute is building an Infrastructure Cost Intelligence Platform for engineering and finance teams that need to understand not only what their cloud costs, but why. We connect cloud spend to services, applications, products, teams and infrastructure relationships so companies can make faster, safer optimisation decisions and convert identified savings into realised savings.

Our initial focus is on AWS-heavy businesses across India, followed by UAE/MENA and APAC. We work with organization spending at least USD 50,000 per month on AWS, with priority on complex environments above USD 100,000 per month. Our buyers and champions typically include CTOs, VPs of Engineering, SRE and Platform leaders, FinOps leaders and finance decision-makers.

The role:

You will own the quality and operating discipline behind Opsolute's target-account motion. Your job is to identify the companies worth pursuing, map the right people, assemble credible account context, maintain clean systems and make every campaign executable and measurable.

This is not a list-copying or database-export role. We need someone who can form a point of view about an account: why it fits, what may have changed, who is likely to care, what evidence supports the hypothesis and what the SDR should do next.

What you will own:

Account intelligence and prioritization

- Build and continuously improve target-account lists against Opsolute's ICP: AWS-heavy organizations, generally 50-5,000 employees, with estimated cloud spend of at least USD 50,000 per month; prepare concise briefs for the highest-priority accounts.




- Research company structure, technology footprint, cloud maturity, engineering scale, likely spend, relevant initiatives and potential cost or governance pain.
- Track useful buying signals such as funding, engineering or FinOps hiring, cloud migration, new technology leadership, geographic expansion, acquisitions, public cost commentary and infrastructure change.
- Map decision-makers, champions and influencers across engineering, SRE/platform, FinOps, finance and executive leadership.

Data, enrichment and systems

- Use LinkedIn Sales Navigator, Apollo, Clay and other approved sources to enrich accounts and contacts with verifiable business and role information.
- Maintain CRM accuracy across company, contact, source, campaign, owner, lifecycle stage, last action, next action and evidence fields.
- Create deduplication, validation and enrichment routines that keep data usable over time.
- Protect deliverability by validating contact data, suppressing risky records and monitoring bounce, unsubscribe and domain-quality signals.
- Document sources, assumptions and confidence levels instead of presenting uncertain estimates as facts.

Campaign operations and reporting

- Translate approved ICP hypotheses and messaging into campaign-ready segments, lists, sequences and CRM workflows.

Working relationships:

- Partner with the Fractional GTM Operator on ICP design, account tiers, campaign hypotheses, measurement and prioritization.
- Enable the Founding Enterprise SDR with accurate contact data, account briefs, trigger signals and clearly assigned next actions.
- Escalate data, tool,



compliance or deliverability risks before they affect campaigns.

Your first 90 days:

First 30 days

- Learn Opsolute's product, ICP, personas, existing pipeline and historical campaign performance.
- Audit current account data, enrichment practices, CRM structure, tools, sequences and reporting gaps.
- Rebuild the first priority list of Indian accounts and complete high-quality briefs for the top tier.

Days 31-60

- Establish repeatable enrichment, QA, campaign-launch and CRM-maintenance routines.
- Publish evidence on which account segments, signals and personas are producing meaningful engagement.

Days 61-90

- Contribute to the broader GTM campaigns

What we are looking for:

- 2-4 years of relevant experience in B2B SaaS account research, GTM operations, sales operations, outbound operations or demand-generation operations.
- Hands-on competence with LinkedIn Sales Navigator and at least one enrichment/workflow platform such as Apollo or Clay.
- Comfort working on a CRM such as HubSpot and maintaining disciplined lifecycle, ownership and next-action data.

Useful, but not mandatory:

- Familiarity with AWS, cloud infrastructure, FinOps, observability or developer-platform categories.
- Experience with email deliverability, workflow automation, intent data or account-based outbound.

What this role does not own:

- High-volume cold calling or being the primary voice in prospect conversations; that belongs to the Founding Enterprise SDR.
- Final GTM strategy, pricing, contracting or commercial approval.
- Writing every piece of campaign content or producing design assets.
- Closing revenue independently.

How to apply:

Please share your resume to [email protected] and a short note describing one outbound or account-research system you personally operated. Tell us the target segment, tools used, how you judged data quality, what reached the market and what changed because of the results. Examples may be anonymized.

📌 GTM Research & Operations Specialist (Bengaluru)
🏢 Opsolute
📍 Bengaluru