Director/VP GTM Strategy & Operations

About the role

The Director/ VP GTM Strategy & Operations is the CRO's most critical early hire. This person does not sell; they build the machine that sellers run on. They are the architect of how Runway goes to market: how territories are drawn, how quotas are modeled, how the forecast is built, how new AEs ramp, and how the entire revenue organization operates with precision at scale. Key to this role is designing and orchestrating AI systems architecture to improve productivity per AE.

This is a zero-to-one role. Most of the infrastructure does not exist yet. You will design it, build it, and own it.

This role requires someone who is energized by blank-canvas complexity, not process optimization. If you've only ever maintained a machine someone else built, this is not the right fit. If you've built one (especially with AI), we'd like to talk.

What you’ll do

Your mandate spans four domains. Each is a build, not a handoff.

Revenue Operations Architecture

• Own the evolution of RevOps from a Finance sub-function into the CRO's operating system: reporting, structure, and mandate
• Design and maintain territory architecture across all AE segments, rebalanced annually with clear RevOps-owned routing logic in Salesforce
• Build and own the quota modeling process: capacity planning, attainment tracking, and scenario analysis for headcount decisions
• Establish and run the forecasting methodology: MEDDICC-based commit/best-case structure, +/-5% accuracy target, weekly CRO cadence
• Own the deal desk: pricing guardrails, discount authority levels, and custom quote governance
• Govern the GTM tech stack (Salesforce, Gong, Clay, Slack, Claude, etc.) and evaluate new additions

GTM Engineering & Signal Intelligence

• Build the PLG-to-Enterprise signal layer: product usage data into intent scoring into BDR/AE routing queue
• Architect and deploy GTM AI agents (Signal Agent, Research Agent, Sequence Agent, Forecast Agent)
• Own the ICP scoring model and its continuous refinement as deal data compounds
• Manage the outbound data infrastructure (Clay enrichment, sequencing, intent) and optimize BDR productivity at the systems level

Enablement Program Design

• Design the 30-day onboarding and ramp certification program for all AEs, Forward Deployed Creatives, Deployment, and Support hires
• Build the living sales playbook: MEDDICC qualification framework, customer plays, competitive battlecards, and objection library, all specific to Runway
• Own the sales content architecture: what exists, how it is organized, and how it gets updated as product and ICP evolve
• Partner with Marketing & Product to translate demand gen activity into seller-ready assets and sequences

GTM Program Management

• Drive the annual GTM planning cycle: headcount modeling, OKR setting, territory design, quota assignment, and comp plan rollout
• Build and maintain the CRO executive dashboard: pipeline coverage, conversion rates, ramp velocity, NRR, and forecast accuracy
• Manage the partnership program infrastructure: tier frameworks, partner portal, onboarding, and co-sell tracking
• Prepare the CRO for board meetings, QBRs, and executive reviews: narrative, data, and slide-ready output
• Project-manage cross-functional GTM initiatives (pricing changes, new product launches, new segment entry) with Sales, Product, and Finance

What you’ll need

• 8+ years in RevOps, GTM Strategy, Sales Strategy, or related roles at high-growth B2B SaaS/ AI companies
• Experience building and scaling GTM infrastructure in the $100M–$500M ARR stage
• Strong ownership of forecasting, territory design, quota planning, and pipeline analytics
• Systems-oriented operator with strong analytical and problem-solving skills
• Ability to influence executives and drive alignment across Sales, Marketing, and Finance
• Hands-on experience with modern GTM tools (Salesforce, Gong, Clay, Slack , Claude, etc.)
• Experience supporting enterprise sales motions and complex deals
• Builder mindset with comfort operating in fast-paced, ambiguous environments
• Experience with GTM automation, AI tooling, or outbound systems is a plus