GTM Strategist

Responsibilities

• Own the end-to-end revenue operations strategy with a focus on customer success / field engineering: pipeline health, forecasting, territory design, and GTM capacity planning.
• Build and maintain a single source of truth for revenue data across HubSpot, BigQuery, Hex, and usage signals from the Supabase platform.
• Partner with Sales Leadership to design and iterate on coverage models, segmentation, and quota structures that reflect how developers actually buy.
• Define and track the metrics that matter, from top-of-funnel conversion to NRR, and surface insights that drive action, not just reporting.
• Lead the RevOps roadmap: prioritize tooling investments, manage vendor relationships, and evaluate new systems against real business needs.
• Work cross-functionally with Finance on revenue forecasting and accrual accuracy, ensuring GTM and financial models stay aligned.
• Collaborate with GTM Engineering on automations and data pipelines so that your strategy translates into working systems, not just slide decks.

Requirements

• 6+ years of experience in Revenue Operations, Strategy Consulting, GTM Strategy, or Sales Operations at a B2B SaaS or developer-tools company.
• Fluent in the GTM stack: HubSpot, BigQuery, and Hightouch.
• Can write SQL comfortably and aren't afraid to get into the data yourself before asking an analyst.
• Experience designing or overhauling sales processes, forecasting cadences, or territory models in a high-growth environment.
• Understand product-led growth motions: PLG, usage-based triggers, and how PLG data flows into commercial pipelines.
• Thrive with autonomy and are energized by building things that didn't exist before you joined.
• Communicate with clarity across Finance, Sales, Engineering, and Marketing without losing nuance.

Nice-to-Haves

• Experience operating asynchronously and documenting clearly in a globally distributed team.