# GTM Strategy & Ops Lead

**Company:** [Arena](https://hotfix.jobs/companies/arena)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Experience:** 6+ years
**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
**Posted:** 2026-08-12

> 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.

## Job Description

## 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.

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