Director/ VP GTM Strategy & Operations
About the Opportunity
The company is building AI to simulate the world through merging art and science. The belief is that world models are at the frontier of progress in artificial intelligence. Language models alone won’t solve the world’s hardest problems – robotics, disease, scientific discovery. Real progress requires models that experience the world and learn from their mistakes, the same way that humans do. This kind of trial and error can be massively accelerated when done in simulation, rather than in the real world. World models offer the most clear path to general-purpose simulation, changing how stories are told, how scientific progress is made and how the next frontiers of humanity are reached.
The team consists of creative, open-minded, caring, and ambitious people who are determined to change the world. The aspiration is to continuously build impossible things and the ability to do so relies on building an incredible team.
About the role
Open to hiring remote across the US and Canada. The company also has offices in NYC, San Francisco, and Seattle.
The Director/VP GTM Strategy & Operations is the CRO's most critical early hire. This person does not sell; they build the machine that sellers run on. They are the architect of how the company goes to market: how territories are drawn, how quotas are modeled, how the forecast is built, how new AEs ramp, and how the entire revenue organization operates with precision at scale.
This is a zero-to-one role. Most of the infrastructure does not exist yet. The individual will design it, build it, and own it. This role requires someone who is energized by blank-canvas complexity, not process optimization. If experience has only been maintaining a machine someone else built, this is not the right fit. If an individual has built one (especially with AI), the organization would like to talk.
What you’ll do
Own the evolution of RevOps from a Finance sub-function into the CRO's operating system: reporting, structure, and mandate
Design and maintain territory architecture across all AE segments, rebalanced annually with clear RevOps-owned routing logic in Salesforce
Build and own the quota modeling process: capacity planning, attainment tracking, and scenario analysis for headcount decisions
Establish and run the forecasting methodology: MEDDICC-based commit/best-case structure, +/-5% accuracy target, weekly CRO cadence
Own the deal desk: pricing guardrails, discount authority levels, and custom quote governance
Own the GTM tech stack (Salesforce, Gong, Clay, Slack, Claude, etc.) and evaluate new additions
Build and maintain the PLG-to-Enterprise signal layer: product usage data into intent scoring into BDR/AE routing queue
Own the GTM AI agents (Signal Agent, Research Agent, Sequence Agent, Forecast Agent)
Manage the ICP scoring model and its continuous refinement as deal data compounds
Optimize the outbound data infrastructure (Clay enrichment, sequencing, intent) and improve BDR productivity at the systems level
Enablement Program Design: Design the 30-day onboarding and ramp certification program for all AEs, Forward Deployed Creatives, Deployment, and Support hires
Build the living sales playbook: MEDDICC qualification framework, customer plays, competitive battlecards, and objection library, all specific to the company
Own the sales content architecture: what exists, how it is organized, and how it gets updated as product and ICP evolve
Partner with Marketing & Product to translate demand gen activity into seller-ready assets and sequences
GTM Program Management: Drive the annual GTM planning cycle: headcount modeling, OKR setting, territory design, quota assignment, and comp plan rollout
Build and maintain the CRO executive dashboard: pipeline coverage, conversion rates, ramp velocity, NRR, and forecast accuracy
Manage the partnership program infrastructure: tier frameworks, partner portal, onboarding, and co-sell tracking
Prepare the CRO for board meetings, QBRs, and executive reviews: narrative, data, and slide-ready output
Project-manage cross-functional GTM initiatives (pricing changes, new product launches, new segment entry) with Sales, Product, and Finance
What you’ll need
8+ years in RevOps, GTM Strategy, Sales Strategy, or related roles at high-growth B2B SaaS/ AI companies
Experience building and scaling GTM infrastructure in the $100M–$500M ARR stage
Strong ownership of forecasting, territory design, quota planning, and pipeline analytics
Systems-oriented operator with strong analytical and problem-solving skills
Ability to influence executives and drive alignment across Sales, Marketing, and Finance
Hands-on experience with modern GTM tools (Salesforce, Gong, Clay, Slack, Claude, etc.)
Experience supporting enterprise sales motions and complex deals
Builder mindset with comfort operating in fast-paced, ambiguous environments
Experience with GTM automation, AI tooling, or outbound systems is a plus
Salary
$270K – $330K