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This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week.
Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip's cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.
A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage's Top Workplaces USA, and one of Built In Boston's "Best Places to Work" and "Best Midsize Places to Work."
The Role:
This is a high-leverage strategic role focused on the "Growth" side of the house. You will own the data architecture and strategic planning that powers our Sales organization. Your mission is to use data and AI to ensure our Sales team is targeting the right accounts, at the right price, with the most efficient process possible. You are the architect of our Go-To-Market (GTM) engine.
About You:
You are a strategic architect who thrives at the intersection of data science, commercial strategy, and systems engineering. You have a passion for technology and speak fluently about current SaaS, IIoT, cloud, and AI trends, including actively using modern tools plus AI-assisted tools to work more effectively. You don't just build dashboards; you build the structural integrity of the entire Sales engine. You possess a "systems-first" mindset, naturally obsessed with creating scalable structures and clean data schemas that allow for advanced AI modeling and predictive lead scoring. As a master communicator, you can distill complex pricing simulations or TAM (Total Addressable Market) analyses into clear, executive-level narratives that drive board-level decisions. You are deeply curious about the frontier of Revenue Operations, constantly evaluating how AI can be leveraged for territory optimization, pipeline forecasting, and automated prospecting intelligence.
What skills do I need?

• 8-10+ years in Sales Ops, GTM Strategy, or Management Consulting within B2B SaaS.
• Proven track record of redesigning Salesforce data structures, lead routing logic, and attribution models to support high-growth teams.
• AI & Planning Proficiency: Experience evaluating or deploying AI for Sales, such as predictive lead scoring, automated territory carving, or AI-driven "Next Best Action" for reps.
• Advanced Modeling: Expert SQL and Excel/Sheets skills are non-negotiable.
• Deep experience with Sigma, Tableau, or Power BI.
• Advanced Salesforce (SFDC) knowledge; ability to partner with Admins to drive architectural changes.
• Experience leading TAM/SAM/SOM analysis, Pricing & Packaging redesigns, and Sales Incentive/Commission planning.
• Bachelor degree in relevant field required. MBA preferred.

Key Responsibilities:

• Define the "Golden Record" ICP and use AI/data to carve territories for optimal rep productivity and coverage
• Actively uses AI tools in your analytical workflow: AI-assisted coding (SQL, Python), LLM-assisted synthesis of stakeholder inputs, and AI-powered drafting of executive communications. Comfort using AI to move faster on ambiguous requests is a genuine differentiator for this role.
• Evaluate and pilot AI tools for pipeline prioritization; build models to predict lead conversion based on win patterns
• Partner with Finance and Product on pricing changes; analyze discounts and win/loss data to optimize Price Book and packaging
• Redesign funnel stages and data requirements to ensure accurate stage transitions for high-fidelity forecasting
• Build "Scenario Models" (e.g., headcount changes) to support leadership's fiscal planning
• Identify process bottlenecks (legal cycles, slow lead response) and drive cross-functional projects to eliminate them

Key Collaborators:

• Sales leads
• To align territory and quota strategy.
• Marketing Ops
• To ensure the "Lead-to-Sales" handoff is seamless and automated.
• Finance
• To align sales targets with the company's financial goals and P&L.
• Sales Enablement
• To ensure the field understands and adopts new data-driven processes.
• GTMO
• Leadership team

Working At Tulip
We know even great candidates experience imposter syndrome. Even if you don't match every requirement, applying gives you the opportunity to be considered.
We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Learning & Development program
• Virtual company events and happy hours
• Fitness subsidies
• An inclusive, dog-friendly office with diverse and inspiring colleagues

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.
The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $120,000 - $165,000 per year, based on a level 4 (minimum) to a level 5 (maximum), and is eligible for on-target earnings (OTE). The final level will be determined during the interview process.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.