GTM Strategy & Operations Manager

About PakFactory PakFactory has spent over a decade as a design-led custom packaging partner to North American brands across apparel, beauty, food and beverage, and beyond. We're now at a genuine inflection point: transforming from a service business into a technology-powered platform. That means rebuilding our website, launching customer and vendor portals, and shipping AI products that change how packaging gets quoted, designed, and delivered. The Mission We're looking for a Revenue Strategy & Operations Manager to architect and run the commercial engine behind our sales and operations teams. Reporting directly to the CEO and working in close daily partnership with the Sales Manager, you will serve as the commercial builder who turns revenue goals into reliable systems, repeatable processes, and actionable data. This is a hands-on, individual contributor builder role. You will not sit in a silo writing high-level slide decks; you will personally audit RFQ-to-order bottlenecks, configure CRM workflows, pilot our enterprise go-to-market motion, and deploy practical AI automations that help our sales team close higher-margin business faster. Position Details Job Type: Full-time, Permanent Work Location: On-site at our office in Markham, ON Target Salary Range: [$70,000 – $90,000 base + performance bonus package] What You’ll Build & Own Enterprise GTM & Expansion Strategy Define our enterprise ICPs, tiering models, buyer personas, and account-based sales motions. Map the end-to-end enterprise journey from qualification and sampling to procurement and onboarding. Run live target-account pilots with the Sales Manager to validate playbooks on real enterprise deals. Propose future sales team structures, capacity models, and incentive frameworks. Sales Process & RFQ Velocity Optimize the lead-to-order workflow Eliminate operational handoff bottlenecks to drastically reduce quote turnaround times. Establish stage exit criteria and qualification standards so reps focus on high-margin opportunities. AI, Automation & CRM Architecture Own CRM configuration, pipeline stages, automated workflows, and data hygiene. Deploy practical AI tools for RFQ completeness, historical project lookup, and follow-up prioritization. Maintain human-in-the-loop approvals for pricing and materials while driving daily user adoption. Commercial Economics & Margin Discipline Analyze win/loss rates, contribution margin, and profitability by customer, channel, and packaging category. Partner with Finance and Operations to enforce discount discipline and curb low-margin, high-friction jobs. Build an evidence-based forecasting model to replace subjective pipeline guesses. Cross-Functional Enablement & Account Expansion Partner with cross departments to roll out process and tool changes smoothly. Author clear, concise playbooks, train frontline teams, and measure user adoption across all rollouts. Solicit ongoing frontline feedback to iterate and improve workflows without creating unnecessary bureaucracy. Build data-backed business cases for future sales team structures, capacity planning, and compensation models for leadership approval. Who You Are Proven Track Record: 4–8 years of hands-on experience in Revenue Operations, Sales Operations, GTM Strategy, or Commercial Growth Operations. Builder Mindset: Demonstrated experience personally configuring CRM workflows, building forecasting models, and shipping process improvements that frontline teams actually adopt. Complex B2B Familiarity: Direct experience with complex B2B sales cycles involving custom specifications, multi-stakeholder decisions, or physical operations (experience in custom packaging, manufacturing, print, supply chain, or tech-enabled services is an asset). Analytical & Margin-Focused: Highly analytical with deep proficiency in Excel/Google Sheets, pipeline modeling, and CRM configuration; comfortable analyzing contribution margins and unit economics, not just top-line volume. (SQL…

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