# Head of GTM Operations

**Company:** [Notion](https://hotfix.jobs/companies/notion)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $300k – $350k/yr
**Experience:** 10+ years
**Skills:** Salesforce, Gainsight, Clari, Gong, Sales Operations, Partner Operations, Customer Success Operations, Professional Services Operations, Pipeline Management, Renewal Forecasting
**Posted:** 2026-05-12

> Leads GTM operations across sales, partner, PS, and CS functions at a B2B SaaS company. Designs customer journeys for PLG/SLG motions, manages teams, optimizes processes and metrics, and partners cross-functionally. Requires 10+ years in RevOps/GTM Ops with leadership experience.

## Job Description

## 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.

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