Director/ VP GTM Strategy & Operations

About the Opportunity

The company is building AI to simulate the world by merging art and science, believing 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—require models that experience the world and learn from mistakes, accelerated through simulation. World models offer a clear path to general-purpose simulation, transforming storytelling, scientific progress, and humanity’s next frontiers. The team consists of creative, open-minded, and ambitious individuals determined to change the world by continuously building impossible things.

About the role

Open to hiring remote across the US and Canada, with offices in NYC, San Francisco, and Seattle. The Director/VP of GTM Strategy & Operations is the CRO's most critical early hire, responsible for building the infrastructure that enables sellers to operate efficiently. This role involves architecting the company’s go-to-market strategy, including territory design, quota modeling, forecasting, AE ramp processes, and revenue organization scalability. A key focus is designing and orchestrating AI systems to enhance AE productivity. This is a zero-to-one role requiring someone energized by building from scratch rather than optimizing existing processes.

Responsibilities

• Revenue Operations Architecture
  • Own the evolution of RevOps from a Finance sub-function into the CRO's operating system, including 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 with a MEDDICC-based commit/best-case structure, targeting +/-5% accuracy and a weekly CRO cadence.
  • Own the deal desk: pricing guardrails, discount authority levels, and custom quote governance.
  • Govern the GTM tech stack (Salesforce, Gong, Clay, Slack, Claude, etc.) and evaluate new additions.
• GTM Engineering & Signal Intelligence
  • Build the PLG-to-Enterprise signal layer: product usage data into intent scoring into BDR/AE routing queue.
  • Architect and deploy GTM AI agents (Signal Agent, Research Agent, Sequence Agent, Forecast Agent).
  • Own the ICP scoring model and its continuous refinement as deal data compounds.
  • Manage the outbound data infrastructure (Clay enrichment, sequencing, intent) and optimize 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, tailored to the company.
  • Own the sales content architecture: organization, updates, and alignment with product and ICP evolution.
  • 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.

Requirements

• 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.

Compensation

The salary range for this role is $270K – $330K, based on competitive market rates for the company’s size, stage, and industry. Salary is one part of the overall compensation package, with determinations including relevant experience, skill level, qualifications, and internal equity. The range reflects expectations for candidates in the U.S.; adjustments may apply for other regions.