Head of GTM Strategy and Ops
Lead GTM strategy and revenue operations for a hyper-growth AI labor marketplace, owning forecasting, tech stack automation, AI integration, and building a high-performing RevOps team.
About the job
Key Responsibilities
GTM Motion Enablement & Evolution
- Drive strategy for capturing intent signals, outbound sequence best practices, deal conversion levers, pricing strategy, and deal desk.
Revenue Operating System
- Own and manage the end-to-end GTM cadence, including weekly forecasting models, monthly business reviews, and quarterly business reviews (QBRs).
- Deliver a single, methodology-backed forecast for leadership and investors.
Systems & Technology
- End-to-end ownership of GTM tech stack (Salesforce, Nooks, Gong, HighTouch, and Clay).
- Automate core pipeline architectures, dashboard reporting, and data pipelines to maintain pristine data hygiene.
AI Integration
- Embed advanced AI tools into top-of-funnel and lifecycle motions, enabling automated account scoring, base enrichment, and intent signaling.
Cross-Functional Collaboration and Project Management
- Steer projects with Marketplace Operations, Finance, Product, and Customer Success to represent GTM’s priorities and needs.
Planning & Performance
- Redesign, model, and deploy fair, motivational commission structures tied to company objectives.
- Partner with Finance and pod leads on territory mapping, quota assignments, and capacity modeling.
Team Leadership
- Build the S&O team roadmap.
- Manage, coach, and expand a high-performing RevOps team from the ground up.
Requirements
- 8+ years of experience in Business Operations with GTM experience, including Revenue Operations, Sales Operations, and GTM Strategy, with at least 3 years directly leading high-performance teams.
- Proven leadership track record at a hyper-growth marketplace, SaaS, or workforce platform navigating the trajectory from $20M to $100M+ in revenue.
- Advanced proficiency in Salesforce administration, data modeling, SQL, and business analytics dashboards (e.g., Metabase).
- AI-native posture with direct experience utilizing predictive modeling or prompt-engineered tools (Claude, Clay, etc.).
- Collaborative, high-velocity, low-ego leadership style with excellent executive presence and written communication skills.
- SQL and business analytics skills are non-negotiable.
Benefits
- Competitive base salary and bonus
- Equity
- Hybrid work culture with office hubs in SF, NY, Seattle & Toronto
- In-person company offsites
- Medical, dental, & vision coverage
- Flexible time off
- 401(k) with employer match
- WFH stipend to support your home office needs
Skills
Salesforce, SQL, Metabase, Clay, Gong, Nooks, Hightouch, Claude, Revenue Operations, Go-to-Market Strategy
Similar jobs
Revenue Operations jobs
Rula
United States
Leads revenue strategy and planning for a core B2B business unit, owning go-to-market plans, forecasting, funnel performance, and executive decision support. Requires 10+ years across revenue functions, B2B or B2B2C experience, and people management expertise.
Sanity
United States
Leads the end-to-end Revenue Operations function, combining AI-driven automation, GTM systems architecture, data governance, forecasting, and territory planning. The role manages a small team while remaining hands-on with Salesforce, CPQ, analytics, and revenue workflows.
Justworks
New York, NY
Leads Marketing Operations strategy, activation infrastructure, intelligence, AI capabilities, and cross-functional GTM partnerships while building a team of senior operators. Requires 12+ years in marketing or GTM operations and production experience delivering safe, impactful AI solutions.
Idme
Mountain View, CA
Leads Revenue Operations across deal desk, CRM, sales planning, forecasting infrastructure, and incentive design for a consumption-based SaaS business. The role requires 8+ years of relevant experience, strong financial modeling skills, and cross-functional leadership with Sales, Finance, Legal, and People teams.
Storable
United States
Leads Storage Sales Operations strategy, forecasting, reporting, bookings accuracy, and scalable operating processes for a distributed B2B SaaS organization. Requires 10+ years of Sales or Revenue Operations experience, strong Salesforce and BI fluency, hands-on dashboard building, and senior leadership capability.