Head of GTM Strategy and Ops

Key Responsibilities

GTM Motion Enablement & Evolution

• Drive strategy for capturing intent signals, outbound sequence best practices, deal conversion levers, pricing strategy, and deal desk.

Revenue Operating System

• Own and manage the end-to-end GTM cadence, including weekly forecasting models, monthly business reviews, and quarterly business reviews (QBRs).
• Deliver a single, methodology-backed forecast for leadership and investors.

Systems & Technology

• End-to-end ownership of GTM tech stack (Salesforce, Nooks, Gong, HighTouch, and Clay).
• Automate core pipeline architectures, dashboard reporting, and data pipelines to maintain pristine data hygiene.

AI Integration

• Embed advanced AI tools into top-of-funnel and lifecycle motions, enabling automated account scoring, base enrichment, and intent signaling.

Cross-Functional Collaboration and Project Management

• Steer projects with Marketplace Operations, Finance, Product, and Customer Success to represent GTM’s priorities and needs.

Planning & Performance

• Redesign, model, and deploy fair, motivational commission structures tied to company objectives.
• Partner with Finance and pod leads on territory mapping, quota assignments, and capacity modeling.

Team Leadership

• Build the S&O team roadmap.
• Manage, coach, and expand a high-performing RevOps team from the ground up.

Requirements

• 8+ years of experience in Business Operations with GTM experience, including Revenue Operations, Sales Operations, and GTM Strategy, with at least 3 years directly leading high-performance teams.
• Proven leadership track record at a hyper-growth marketplace, SaaS, or workforce platform navigating the trajectory from $20M to $100M+ in revenue.
• Advanced proficiency in Salesforce administration, data modeling, SQL, and business analytics dashboards (e.g., Metabase).
• AI-native posture with direct experience utilizing predictive modeling or prompt-engineered tools (Claude, Clay, etc.).
• Collaborative, high-velocity, low-ego leadership style with excellent executive presence and written communication skills.
• SQL and business analytics skills are non-negotiable.

Benefits

• Competitive base salary and bonus
• Equity
• Hybrid work culture with office hubs in SF, NY, Seattle & Toronto
• In-person company offsites
• Medical, dental, & vision coverage
• Flexible time off
• 401(k) with employer match
• WFH stipend to support your home office needs