GTM Strategy and Operations Lead

About the role

The GTM Strategy and Operations Lead is a critical architect of our revenue engine. We are looking for a hands-on, execution-focused candidate to rebuild our Go-To-Market (GTM) infrastructure, transitioning the company from legacy, manual processes to a scalable, unified source of truth.

Responsibilities

• AI-Driven Sales Enablement & Efficiency - Integrate AI workflows (e.g., meeting transcription, automated CRM enrichment) to automate manual data entry for the field, allowing AEs and AMs to focus strictly on selling and supporting customers.
• Leverage AI-driven intent data and predictive signals to surface "next-best-action" recommendations for the field to improve win rates.
• Build AI-assisted automation within Salesforce and HubSpot to eliminate manual data hygiene tasks and ensure real-time data accuracy.
• Territory Planning & Resource Allocation - Design and maintain a data-driven territory model by segmenting accounts based on Tier, Line of Business, and Segment to ensure high-intent alignment.
• Utilize AI-driven spatial and intent data to ensure the right reps are working the right deals at the right time.
• Use "Speed to Sale" metrics to determine where to deploy sales resources or adjust account assignment to avoid lead stagnation and ensure equitable quota distribution.
• Strategic Account Planning & Retention Ops - Build models to identify "whitespace" within existing accounts, helping AEs prioritize which customers are most likely to convert for specific product cross sells or upsells.
• Transition tracking of product upsells out of manual sheets and into a structured, automated dashboard within the CRM.
• Maintain 100% accuracy on account fields to provide AEs and AMs the visibility needed for high-impact lead generation and cross sell opportunities.
• Sales Technology & Systems Architecture - Own the day-to-day administration and workflow design for Salesforce, HubSpot, and ZoomInfo. Lead the architectural evaluation of Salesforce, ensuring the environment is built for SaaS scale. Architect the GTM tech stack to eliminate reporting errors and automate manual data entry.
• Advanced Analytics & Precision Forecasting - Build "no-touch," repeatable dashboards for Sales and Account Management Leadership. Compare projected deal value at the point of sale against realized billings to identify trends in over/under scoping and improve future forecast reliability.

Qualifications

• 6+ years in Sales Operations, Revenue Operations, or a similar analytical role within a SaaS or scale-up environment.
• Proven interest or experience in implementing AI-driven sales tools to drive rep productivity.
• Hands-on experience with Salesforce and HubSpot, including the ability to lead a full CRM evaluation.
• Strong skills in conducting variance analysis, territory modeling, and revenue forecasting.
• Ability to present complex insights clearly to Finance, Leadership, and cross-functional stakeholders.
• A proactive self-starter who thrives in ambiguous environments and takes ownership without waiting for direction.
• Proven ability to manage multiple priorities independently and implement scalable solutions with minimal oversight.