Director, GTM Strategy & Revenue Operations
About the role
At ServiceTrade, you’ll build technology that matters — for your career, your team, and the thousands of commercial contractors who rely on our platform every day. We’re on a mission to partner with commercial trades to deliver technology that enhances technician productivity, improves customer experiences, and drives scalable growth. We’re looking for a Director, GTM Strategy & Operations who’s excited to make an impact.
Responsibilities
Model revenue targets and segment capacity, aligning planning assumptions across all GTM leaders.
Use ICP, whitespace data, and market intelligence to define superior seller territories and precise targeting criteria.
Model seller ramp, productivity, and attrition to accurately forecast staffing needs.
Define the compensation philosophy (e.g., pay-mix) and design role-specific incentive plans that drive desired selling and retention behaviors.
Structure SPIFs and accelerator tiers to align the field with strategic priorities.
Govern the compensation plan approval, exception process, and communicate all changes clearly to the GTM teams.
Collaborate with the AI Acceleration team, Sales, and Marketing to develop the GTM Tech Stack Roadmap.
Proactively ship automations, prompts, plugins, and lightweight agents (primarily in Claude, Gemini, and Notion) to compress recurring work and surface insights faster.
Own the administration and management of the stack (Salesforce, HubSpot, Gong, Maxio, Highspot, ChiliPiper, LeanData, UserGems, ZoomInfo, and supporting automation tools) ensuring each is maximized for productivity and efficiency.
Drive automation for the Quoting and Deal Desk Process to streamline workflows for sellers.
Produce data insights that drive specific territory actions (e.g., targeting accounts by ICP, delivering cross-sell plays, identifying expansion opportunities).
Define the standard reporting cadence, focusing on the critical metrics and high-value selling activities that matter most for productivity.
Own the unified revenue data model in Salesforce that serves as the single source of truth across all GTM teams. Ensure clean, trusted data architecture that fuels accurate reporting, AI-powered workflows, and confident decision-making across Sales, Marketing, and CS.
Partner with the CRO to define and govern the forecasting methodology, process, and supporting insights that drive the CRO Sales Cadence.
Qualifications
8+ years in Sales/Revenue Operations: Experience building and growing the Sales Operations/Revenue Operations function in a high-growth B2B SaaS environment.
GTM Expertise: Proven track record in compensation design, quota modeling, and territory management.
SaaS Numeracy: Fluent in SaaS metrics (CARR, churn, LTV, CAC) and forecasting/scenario modeling fundamentals.
Tech Stack Expertise: Strong understanding of GTM Tier I and II tools including APIs, data flows, and architecture best practices.
Data Fluency: Proficient in Google Sheets (QUERY, IMPORTRANGE, connected sheets/BigQuery patterns).
AI Builder: Proven expertise in architecting and deploying AI solutions (e.g., Claude) to drive operational efficiency and solve complex GTM challenges.
Benefits
Medical through Cigna, PPO and HDHP options, including a Health Savings Account with company contributions.
Dental and Vision through Unum.
Flexible Spending Account and Dependant Care Account.
Company-paid Life insurance, STD and LTD.
Critical Illness, Accident and Pet Insurance.
401(k) with up to 3% employer match and NO vesting period.
Flexible PTO policy.
10 company holidays.
Parental Leave.
Paid Time Off for Volunteering.
Employee Reimbursement Program to use for well-being, technology and/or professional development.