GTM Strategy & Ops Lead

Leads GTM strategy and revenue operations for an AI evaluation company, overseeing forecasting, reporting, pricing and packaging, deal desk, and quote-to-cash processes. Requires 6+ years in GTM strategy or related functions, enterprise technology experience, usage-based revenue expertise, and SQL or BI proficiency.

About the job

Responsibilities

Run the go-to-market operating cadence, including pipeline reviews, forecast discipline, and business reviews.
Define and build pipeline and usage reporting for GTM and finance.
Partner operationally with sales, owning analysis, account-level visibility, and process support.
Set pricing and packaging strategy, including rate cards, discount guardrails, and monetization of new products.
Develop go-to-market approaches for new segments, including opportunity sizing, investment cases, coverage models, packaging, and sales processes.
Run the deal desk and structure large commercial agreements.
Own quote-to-cash from order form through metering, consumption tracking, and billing accuracy with accounting.
Partner with product and engineering to launch instrumented, billable SKUs represented correctly in systems.

Requirements

6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting, including experience at a high-growth technology company selling to enterprises.
Experience running pipeline reviews, forecasting, and performance reporting as a sales team’s operational partner.
Direct experience with pricing and packaging decisions and usage-based revenue models.
Experience structuring ambiguous commercial problems, including large non-standard agreements, through implementation in systems and processes.
Working knowledge of quote-to-cash mechanics across CRM, billing, and accounting.
Comfort pulling data using SQL or a BI tool.
Fluency with AI and vibe coding, with judgment about when to perform the work directly.
Strong written and verbal communication skills, including the ability to hold a position with sales leadership and executives.
High ownership and sound judgment about when to build a process.

Compensation & Benefits

Competitive compensation and equity aligned to the markets where team members are based.
Base salary range depends on the candidate’s permanent work location.
Comprehensive medical, dental, vision, and wellness benefits.
Opportunity to work on cutting-edge AI with a small, mission-driven team.
Culture focused on transparency, trust, and community impact.

Skills

SQL, BI Tools, Pipeline Management, Sales Forecasting, Pricing Strategy, Packaging Strategy, Deal Desk, Quote-To-Cash, Revenue Operations, CRM, Billing Systems, Usage-Based Revenue, AI