GTM Architect
Designs and owns enterprise GTM operating model, RevOps systems, metrics, and cadences for Scale AI's largest accounts. Partners cross-functionally to drive predictable revenue growth; requires 8-12+ years in RevOps/Sales Ops.
About the job
In this role, you will:
- Own and evolve Scale’s enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards
- Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth
- Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity
- Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews
- Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting
- Build executive-level dashboards and reporting to support GTM decision-making and leadership visibility
- Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged
- Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution
- Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting
- Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions
- Initially operate as a senior individual contributor, with a clear path to hiring, developing, and leading a high-impact GTM / RevOps team
Ideally, You Will Have:
- 8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments
- Experience supporting complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies
- Proven ownership of sales systems, forecasting, and performance measurement at scale
- Hands-on experience designing and managing enterprise sales compensation plans and reporting
- Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences
- A clear point of view on how enterprise accounts should be engaged and how to operationalize that engagement at scale
- Comfort influencing senior sales leaders and executives without direct authority
- Excellent written and verbal communication skills, including experience building executive-level materials and dashboards
- Strong command of GTM systems and tools (e.g., Salesforce, Clari, planning and reporting tools)
- High attention to detail paired with the ability to operate at a strategic altitude
- Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time
- Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus
Skills
Salesforce, Clari, Revops, Sales Operations, Go-to-Market Strategy, CRM, Forecasting, Sales Compensation, Executive Dashboards, Pipeline Management
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