Director – GTM Strategy and Operations

8+ years of combined work experience, including experience in revenue operations or sales operations at a cloud-based or hyper-growth technology company; management consulting experience preferred
MBA preferred but not required; strong commercial / revenue acumen and problem-solving skills are most important
Expertise in Salesforce to leverage Salesforce reporting and analytics to surface risks and opportunities
Experience applying AI technology to Sales and GTM and are passionate about constantly finding ways to incorporate AI to drive sales velocity
Highly analytical, comfortable building excel models, interpreting data, and creating clear, compelling insights
Strong communicator with the ability to influence senior stakeholders, while bringing both structure and action to cross-functional discussions

Build, optimize and own a strong operating rhythm for recurring revenue operations motions, including CARR forecasting, recurring pipeline audits, opportunities management, and territory inspection
Implement and refine GTM KPIs, dashboards, and reporting frameworks for data-driven decision-making on GTM performance
Own our sales process and sales methodology, leveraging a data-driven approach to continuously enhance
Partner with GTM leaders to define and drive go-to-market strategy and improve sales velocity, including segmentation, targeting, pricing, growth initiatives, opportunities for AI, and process improvements
Serve as a thought partner and force multiplier for cross-functional leaders — stepping in wherever strategy meets execution within the GTM organization
Analyze complex commercial challenges and distill them into clear frameworks and actionable solutions
Own analysis and planning for territory and sales quotas that aligns to near-term business strategy, but also allows for flexibility with rapid scale

Management consulting experience preferred
A natural problem-solver who thrives in ambiguity, is curious and can rapidly understand complex issues from multiple angles
You have a proven track record of operating with urgency, ownership, and adaptability — able to prioritize, pivot, deliver and make an impact in a fast-paced environment
You are able to quickly assess what is needed in a situation and determine if MVP will suffice or if a scalable / long-term solution is needed
Known for being a “Swiss army knife” — you bring strategic depth, operational execution, and the flexibility to solve any problem thrown your way
You understand what it takes to support a high-performing sales team at a high-growth organization. You’re excited about building a best-in-class GTM function where sales teams can do their best work