Head of GTM Architecture

Responsibilities

• Architect the GTM operating rhythm end-to-end, including forecast participation, inspection and accountability cadences, and efficiency improvements across sales, customer experience, and marketing.
• Design and implement sales process changes, develop playbooks, and create field assets.
• Establish rules of engagement, including swim lanes, territory assignments, deal splits, routing, and handoffs.
• Lead implementation and change management for GTM initiatives, including sequencing, communication, and field-adoption measurement.
• Partner with GTM Finance on planning and incentives, compensation rollout, capacity-model assumptions, and segment prioritization.
• Partner with GTM Engineering and GTM Operations to expand product use cases, propose extensions, and contribute to practitioner-led product feedback.
• Build a high-performing and supportive team.
• Spend time with customers and the community to bring best practices to market.

Requirements

• 10+ years of experience in business strategy, operations, and analysis.
• At least 5 years of experience in revenue operations and strategy at a hypergrowth SaaS company.
• At least 5 years of people-management experience in hypergrowth environments.
• Proven success hiring and developing high-performing teams.
• Experience implementing novel GTM strategies with measurable business impact.
• Exceptional quantitative modeling skills, including SaaS GTM finance and measurement.
• Clear executive communication, sound judgment, and comfort challenging assumptions.
• Informed perspective on AI, with examples of applying it in workflows or team processes.
• Willingness to engage directly with customers and the community.