Job Description

Roles & Responsibilities

Key Responsibilities

GTM AI discovery and problem framing

Establish and run a structured intake process for AI use cases across Marketing, Sales, and Customer Success.

Drive cross-functional alignment on what is being built, why, and when; facilitate quarterly planning and ongoing stakeholder updates.

Proactively identify opportunities where AI can meaningfully improve GTM performance across lead nurturing, prospecting, outreach, account management, renewals, and expansion.

Lead structured discovery with Marketing, Sales, and Customer Success teams to understand pain points, workflows, and opportunities for AI leverage.

Execution ownership of AI workflow initiatives

Coordinate delivery from discovery and validation through launch, iteration, and ongoing support.

Translate strategy and priorities into concrete requirements, workflows, and implementation plans.

Partner with technical teams and tools to implement AI workflows directly or coordinate their delivery, including automation logic, triggers, and integrations.

Serve as the primary day-to-day owner of AI workflows once live, ensuring they function as intended and continue to improve over time.

Own documentation, release notes, change management, and operational readiness for AI-enabled workflows.

Adoption, enablement, and change management

Ensure AI workflows are operationally ready before launch, including documentation, enablement materials, and rollout plans.

Partner with GTM Enablement and Ops teams to train users and embed AI workflows into daily processes.

Gather feedback from frontline users and translate it into concrete improvements.

Drive adoption of AI workflows across GTM teams through enablement programs, training sessions, playbooks, and job aids.

Monitor usage and adoption metrics; identify friction points and continuously improve workflow design and rollout.

Governance, risk, and responsible AI use

Establish and maintain governance for GTM AI usage, including standards, approval paths, human-in-the-loop processes, and escalation procedures.

Partner with Legal, Security, IT, and Data teams to ensure compliance with internal policies and external regulations.

Maintain a centralised repository of AI workflows, standards, guidelines, and best practices.

Flag risks, inconsistencies, or unintended outcomes early and work with leadership to address them.

Measurement, insights, and continuous improvement

Align on success metrics for GTM AI workflows (e.g., productivity gains, conversion lift, response rates, time saved, pipeline impact).

Required qualifications

3-5 years of experience in any of these areas, GTM Operations, Sales Ops, Marketing Ops, CS Ops, or Program Management in a B2B SaaS or technology environment.

Proven experience leading cross-functional operational initiatives from intake and prioritisation through delivery, adoption, and measurement.

Strong understanding of the end-to-end GTM customer lifecycle and associated metrics.

Working knowledge of generative AI concepts, risks, and best practices sufficient to manage requirements, governance, and stakeholder expectations.

Strong analytical skills with experience defining KPIs, building dashboards, and tying initiatives to business outcomes.

Excellent communication and stakeholder management skills, with the ability to translate between business and technical teams.

Preferred qualifications

Experience operationalising new technologies at scale, including governance, enablement, and change management.

GTM AI Specialist
Sokin

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