Specialist, Revenue Operations Account Hierarchy & GTM Strategy

Job Description:

We are Omnissa! 

Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adapts to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.

Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. 
What is the opportunity? Revenue Operations Specialist-Account & GTM Strategy 

As a Revenue Operations Specialist-Account & GTM Strategy you will be responsible for partnering cross functionally to optimize and maintain account hierarchies and segmentation as a core enabler of go-to-market execution.
The Specialist ensures customer structures accurately reflect how teams sell, expand, and renew, enabling effective account-based selling, strong install base retention, and high-confidence revenue attribution. 

Here is a breakdown:
Account Hierarchy as a GTM Enabler 
Maintain and continuously improve account assignments and hierarchies in Salesforce, including:  Parent/child relationships 
Ultimate parent mapping 
Customer-level revenue rollups 
Account Segmentation data (industry, size, etc.) 

Ensure account structures reflect how teams execute in the field:  Selling into buying groups 
Expanding across subsidiaries 
Managing renewals across entities 

Identify and resolve:  Fragmented accounts that limit selling effectiveness or renewal visibility 
Misaligned structures that create confusion across AEs, Renewals Teams, and overlays 

Support structuring complex enterprise customers to enable coordinated GTM execution. 
GTM Execution & Sales Enablement 
Translate customer data into clear, actionable selling units (what accounts/structures reps should engage) 
Enable better cross-sell execution by exposing relationships across account hierarchies. 
Partner with GTM teams to remove friction caused by unclear or inconsistent customer structures. 
Install Base & Renewal Visibility (Critical Focus) 
Ensure full visibility into the customer install base at the hierarchy level, enabling:  Holistic view of total ARR exposure across related accounts 
Better coordination of renewal and expansion motions 

Structure accounts to support:  Identification of renewal risk across fragmented entities 
Alignment between contracting entities and selling teams. 

Partner with Renewals and Sales to improve:  Renewal readiness and account clarity 
Net revenue expansion opportunities within existing customers 

GTM Segmentation & Targeting 
Execute and maintain account segmentation frameworks aligned to the GTM strategy. 
Incorporate both growth and install base dynamics, including:  High-value / high-ARR customers 
Expansion-ready accounts 
At-risk or underpenetrated accounts 

Provide high-quality target account datasets to support:  Pipeline generation 
Expansion plays within the install base. 

Revenue Attribution & Reporting Enablement 
Ensure hierarchies support accurate: ARR and bookings rollups 
Clear classification of new, expansion, and renewal revenue 
Improve visibility into:  Customer-level performance 
Expansion vs retention drivers 

Salesforce Data Quality & Governance 
Execute data governance initiatives with a focus on GTM impact. 
Conduct:  Hierarchy audits tied to active selling and renewal cycles. 
Cleanup efforts that directly improve rep effectiveness and renewal outcomes 
Partner with systems teams to operationalize improvements (governance, validation rules, enrichment) 

GTM Analytics & Insights 
Deliver insights that drive growth across both new and existing customers, including:  
Support Strategic account planning, Expansion strategy, and Install base optimization. 
Cross-Functional Execution 
Participate in cross-functional account hierarchy initiatives and help drive best practice into Omnissa’s approach. 
Ensure that account hierarchy is used effectively in territory planning. 
Partner closely with: GEO Sales Ops, Sales, Renewals, Finance, Marketing, Data teams, and OM 

What will you bring to Omnissa?  
3–5+ years in Rev Ops, Sales Ops, or GTM Analytics 
Strong experience with Salesforce account structures and customer data 
Understanding of SaaS GTM motions: New, Expansion, Renewals 
Analytical mindset with ability to translate data into GTM insights & actions. 
Detail-oriented with strong ownership and cross-functional collaboration skills. 

Location:  Remote - TX
Location Type: Remote
Travel Expectations: None
Education: Bachelor’s degree preferred, or equivalent combination of education and relevant professional experience.

The typical base salary for this role is between USD $110,137.50 - 183,562.50 per year and it may be eligible for participation in a corporate bonus program. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more.

Omnissa is an Equal Employment Opportunity company and Prohibits Discrimination and Harassment of Any Kind:

Omnissa is committed to the principle of equal employment opportunity and to providing a work environment free of discrimination and harassment. All employment decisions at Omnissa are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, ancestry, ethnicity, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past, present, or prospective service in the uniformed services, family medical history or genetic information, family or parental status, veteran status, or any other status protected by applicable laws or regulations in the locations where we operate. Omnissa will not tolerate discrimination or harassment based on any of these characteristics.

Omnissa welcomes applicants of all ages. Omnissa will provide reasonable accommodations to applicants and employees who have protected disabilities consistent with applicable federal, state and local law.

This job requisition is not eligible for employment-based immigration sponsorship by Omnissa.