GTM Strategy & Operations, Professional Services

Responsibilities

• Define and drive the business and GTM strategy for Professional Services, including target customer needs, offer portfolio, positioning, pricing and packaging, partner motions, and where to standardize versus tailor delivery.
• Own long-range, annual, and quarterly planning for the services business, translating goals into bookings, revenue, margin, capacity, utilization, role mix, geography, hiring, and investment assumptions.
• Build and maintain integrated demand, capacity, staffing, and revenue models; develop scenarios and sensitivities; improve bottom-up forecast accuracy; and turn the output into clear executive recommendations.
• Design the management system for the business: KPIs, source-of-truth reporting, dashboards, pipeline and staffing reviews, and monthly and quarterly operating cadences.
• Improve the end-to-end services lifecycle from opportunity intake and scoping through commercial design, contracting, staffing, delivery, and expansion, partnering with Revenue Operations and Systems.
• Partner with Finance, Legal, GTM, FDE, Technical Success, and delivery leaders on business cases, services economics, deal tradeoffs, resource allocation, and investment decisions.
• Lead ambiguous cross-functional initiatives from problem definition through implementation, creating clear decision rights, mechanisms, and accountability.
• Translate recurring customer and delivery patterns into inputs for product strategy, enablement, partner strategy, and more repeatable product-plus-services offerings.

Requirements

• 8+ years of experience in GTM Strategy & Operations, Business Operations, Strategic Finance, management consulting, or a comparable role, including direct experience in a technology Professional Services, implementation, systems-integration, consulting, or managed-services business.
• Deep command of services economics and operating levers such as pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes.
• Exceptional quantitative modeling skills; can build auditable demand, staffing, revenue, and scenario models; work fluently in spreadsheets; and use SQL, BI, or other data tools.
• Strong commercial and GTM judgment across pricing and packaging, offer design, forecasting, resource allocation, and complex enterprise delivery motions.
• A record of turning ambiguous strategy into repeatable operating mechanisms, decision frameworks, reporting rhythms, and measurable results.
• Excellent executive communication and influence.
• Demonstrated leadership of complex cross-functional programs and teams.
• A low-ego, high-ownership working style, comfort with rapid change, and genuine interest in how frontier AI can create durable customer value.

Nice-to-Haves

• People-management experience (role is initially scoped as a senior individual contributor).