GTM Ops Manager, New Vertical

What You'll Do

• Own the go-to-market number for a new vertical — define the funnel, set the targets, and drive the team to hit them
• Build the sales playbook from scratch: ICP, messaging, outbound motion, one-call close mechanics, objection handling, and handoff processes
• Stand up the operating cadence — pipeline reviews, weekly business reviews, activity tracking, and the data infrastructure (Salesforce, reporting, dashboards) that makes it all legible to leadership
• Partner with senior leadership on hiring plans for founding AEs, XDRs, and supporting roles; help write JDs, interview candidates, and get bodies in seats fast
• Manage external vendors and agencies — paid media, affiliates, events — and hold them accountable to pipeline outcomes, not just activity
• Own the events strategy: which conferences to attend, what we expect to close, how we staff and measure them
• Build and maintain a single source of truth for pipeline data, and feed clean, actionable insights back to leadership in a format they can ingest quickly
• Be the connective tissue between GTM, product, marketing, and ops — surface what's working, what's not, and what needs to change next
• Reset expectations with leadership when reality diverges from the plan, and come with a credible recovery plan attached

What We're Looking For

• 6+ years of GTM experience, with at least 2+ years running a sales team, funnel, or full GTM motion end-to-end
• Experience launching a new vertical, new market, or new product — you've built the playbook, not just executed someone else's
• Strong analytical chops: comfortable owning the funnel math, building reporting from scratch, and using data to drive decisions (SQL, Looker/Metabase, Salesforce reporting)
• Track record of hiring and ramping AEs and XDRs quickly in a high-growth environment
• Experience managing agencies and external vendors — you know how to ask the right questions and hold them accountable
• Comfort operating in ambiguity with limited structure — you write the playbook as you go and reset expectations when the plan needs to change
• Executive communication skills: you can package progress for leadership in a way that builds trust even when the numbers are off
• Bias toward action, with the judgment to know when to move fast and when to slow down and build the right foundation

Bonus Points For

• Experience building a founding GTM motion at an early-stage company or newly-acquired business unit
• Background in healthcare, dental, or adjacent verticals
• Experience with marketplace models, SMB sales motions, or DSO/enterprise hybrid models
• Outstanding professional references to share
• Love of blitz growth environments
• Relentlessly positive attitude, strong sense of humor, and the ability to have fun at work