Head of GTM Operations

What You'll Achieve

Customer Journey Design & Execution

• Own the end-to-end customer journey from acquisition through renewal
• Design and refine the processes, playbooks, and handoffs across all GTM motion types (self-serve, sales-led, partner-led)
• Align cross-functional leaders on key touchpoints and quality standards

Team Leadership & Development

• Lead managers and ICs across Sales Ops, Partner Ops, PS Ops, and CS Ops
• Set clear priorities and performance expectations
• Build a culture of accountability and continuous improvement
• Coach managers to develop their own leadership capabilities

Sales Operations

• Oversee sales planning, territory design, quota setting, and capacity modeling
• Ensure pipeline health, forecasting accuracy, and deal governance
• Drive adoption of sales processes and tooling

Partner Operations

• Build and scale operational infrastructure for the partner ecosystem — onboarding, performance tracking, co-sell coordination, and partner-to-sales handoffs
• Create clear playbooks and health metrics

Professional Services Operations

• Oversee PS capacity planning, project intake, utilization tracking, and billing coordination
• Partner with PS leadership on scalable delivery models
• Define metrics that reflect delivery quality and customer outcomes

Customer Success Operations

• Own CS infrastructure: health scoring, renewal forecasting, QBR frameworks, and CS-to-Sales handoffs
• Develop segment-calibrated playbooks
• Ensure tooling and workflows support proactive customer engagement

Measurement & Performance

• Define and report on GTM operational metrics (win rates, pipeline velocity, NRR, PS utilization, partner-sourced revenue, etc.)
• Drive regular operational reviews and surface actionable insights across all sub-functions

Cross-Functional Partnership

• Serve as the primary operational partner to GTM Enablement, Workflows & Technology, and Strategy & Analytics
• Translate operational needs into systems, ensure process adoption, and contribute to annual planning and GTM strategy

Skills You'll Need to Bring

• 10+ years of experience in Revenue Operations, GTM Operations, or a closely related field, with at least 3+ years leading teams
• Experience managing managers — built and led multi-tiered teams and know how to set up a management layer for success
• Broad functional expertise across multiple sub-functions: Sales Ops, Partner Ops, CS Ops, or Professional Services Ops
• Deep fluency in the B2B SaaS GTM model, including pipeline management, renewal forecasting, partner ecosystems, and post-sale operations

Nice to Haves

• Experience in a PLG or hybrid PLG + sales-led go-to-market environment
• Prior experience supporting a partner or channel ecosystem at scale
• Background working with or in Professional Services or implementation-focused teams
• Experience supporting international GTM operations across multiple regions
• Hands-on experience with core GTM tooling (Salesforce, Gainsight, Clari, Gong, or equivalents)

Compensation

For roles based in San Francisco, the estimated base salary range is $300,000 - $350,000 per year, plus equity and benefits.