# Head of GTM Architecture

**Company:** [Clay](https://hotfix.jobs/companies/clay)
**Location:** New York, NY
**Role:** Revenue Operations
**Salary:** $220k – $275k/yr
**Experience:** 10+ years
**Skills:** Revenue Operations, Go-to-Market Strategy, SaaS, quantitative modeling, gtm finance, Sales Operations, Change Management, Territory Management, sales compensation, Capacity Planning, artificial intelligence, Forecasting
**Posted:** 2026-04-10

> Leads the design and execution of Clay’s revenue operating system across sales, marketing, and customer experience. The role requires 10+ years in strategy and operations, substantial revenue-operations and people-management experience, strong SaaS GTM finance skills, and demonstrated success in hypergrowth environments.

## Job Description

## 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.

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