Principal Consultant - GTM and RevOps

About Us

Exotel is reimagining the future of customer engagement with the power of AI.

With 25B+ annual conversations and 7000+ global clients — including industry leaders like HDFC Bank, Flipkart, Delhivery, Vedantu, Practo, etc. — we're transforming how businesses connect with their customers across BFSI, E-commerce, Logistics, Consumer Services, Healthcare and many more industries.

In a world where expectations are sky-high, we help companies boost revenue, cut costs, and deliver unforgettable customer experiences. How With AI-powered co-pilots that supercharge agents, automate the boring stuff, and offer smart self-serve options across all communication channels.

We don't just build tech — we build partnerships. At Exotel, we collaborate closely with our clients to unlock the full potential of AI-led conversations.

Know us better: About Us | Benefits | Product Use Cases

Our Leaders: Shivku (CEO) | Sachin Bhatia (CGO)

About the Role

We're hiring a Senior Consultant - RevOps & GTM Strategy to build and run a predictable GTM operating system across clusters. You will partner closely with Sales and CX leadership to improve pipeline quality, forecast discipline, renewal rigor, and execution cadence, while ensuring CRM and dashboards remain the single source of truth.

Note: This role does not include Deal Desk ownership, pricing approvals, or commercial exceptioning.

What You'll Do

• Run weekly/bi-weekly GTM cadence with Sales/CX Cluster Heads (pipeline, renewals, risks, and actions).
• Drive CRM governance: stage hygiene, close date accuracy, commit discipline, reason codes, and data quality.
• Own renewal operations rigour: early engagement, tracking, risk flags, and closure predictability.
• Build scalable playbooks and templates for execution (renewals, upsell/cross-sell qualification, QBR hygiene).
• Partner with Business Systems/BI/Revenue Assurance to improve reporting accuracy and operational visibility.
• Identify bottlenecks, drive process improvements, and reduce cycle times through better workflows and adoption.
• Own and drive GTM programs end-to-end, with clear accountability for measurable outcomes.

What Success Looks Like

• Higher forecast accuracy and fewer last-minute surprises
• Improved funnel hygiene and stage integrity across clusters
• Stronger renewal visibility and proactive execution
• Faster decision-making and a predictable weekly operating rhythm

What We're Looking For

Must-have:

• 6–8 years in RevOps / GTM Ops / Sales Ops (B2B SaaS preferred)
• Strong CRM governance and reporting discipline (Salesforce preferred)
• Proven ability to influence stakeholders and drive closure
• Strong analytical and communication skills (executive-ready updates)
• Strong follow-through and ownership mindset who is comfortable in operating at fast-moving, ambiguous environments

Good-to-have:

• Experience supporting CX/CS motions (retention, renewals, QBRs, NRR/GRR)
• Exposure to multi-SKU GTM environments and cross-functional delivery dependencies

Why Join

• High-impact role with senior stakeholder exposure
• Opportunity to shape the GTM operating system and governance at scale
• Direct influence on growth predictability, retention outcomes, and execution excellence