GTM Strategy & Operations
Leads AMER sales strategy and revenue operations, owning planning, capacity and quota modeling, territory design, forecasting, pipeline reviews, and business reporting. The role also shapes GTM AI initiatives and partners cross-functionally to improve operational efficiency and sales execution.
About the job
Responsibilities
- Report to the Head of Revenue Operations and partner with sales leadership on planning, prioritization, and execution.
- Lead Sales Operations for the AMER region, including annual planning and the day-to-day operating cadence.
- Build sales capacity, coverage, and quota models aligned with hiring plans and revenue targets.
- Size and segment the addressable market to inform territory design, whitespace analysis, and account prioritization.
- Design and maintain territory planning.
- Drive the sales forecasting methodology, deliver defensible quarterly views, and improve forecast accuracy.
- Own weekly pipeline reviews, forecast calls, and quarterly business reviews; use data-driven insights to identify risks and drive proactive decisions.
- Own performance reporting and analyze data to generate insights and recommendations.
- Improve processes, tools, and reporting to increase operational efficiency and team productivity.
- Shape the GTM AI roadmap by defining high-impact use cases, selecting or building solutions, and driving adoption.
- Partner with Marketing, Strategic Finance, Sales Enablement, Deal Desk, Technology & Systems, and Business Intelligence.
- Drive high-priority cross-functional initiatives from ideation and planning through execution.
Requirements
- 8+ years of experience in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles.
- Builder mentality with a track record of creating repeatable, scalable systems and processes.
- Self-starter who thrives in ambiguity and brings structured thinking to problem-solving.
- Advanced analytical skills and sound judgment to turn data into clear recommendations.
- Experience partnering cross-functionally with Finance, Marketing, Enablement, and Product.
- Enthusiasm for applying AI and automation to GTM workflows, with a focus on pragmatic, high-impact use cases.
- Excellent written and verbal communication skills, with the ability to move between detailed analysis and executive-level narratives.
Work Arrangement
- Flexible hybrid arrangement with on-site collaboration expected 3 days per week: Monday, Tuesday, and Thursday.
Skills
Sales Operations, Revenue Operations, Sales Forecasting, Pipeline Management, Capacity Planning, Quota Modeling, Territory Planning, Market Segmentation, Performance Reporting, Data Analysis, Artificial Intelligence, Automation, Business Intelligence, Strategic Finance
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