Head of GTM Operations

Heidi · San Francisco, CA · 5 days ago

On-siteManagement$50/hrFull-time

About the role

We're scaling across the US, Canada, UK, Australia, and into Europe and Asia. The GTM engine has outgrown the operational backbone underneath it. We've decided to invest in a senior leader who can build the function from the ground up rather than scaling further on duct tape.

Responsibilities

Own the GTM platform, commercial ontology, and operational metrics.
Decide what's globally locked so that the regions can configure agents locally.
Define and own the global customer data model so every customer is represented in the same shape — product events, contract, billing amount, tier (custom or standard), region, and ICP segment — regardless of region or how they were sold, making segmentation, attribution, and lifecycle work reliable.
Lock down the core, globally consistent fields and explicitly define which attributes regions may configure locally, keeping the foundation stable while leaving room for legitimate regional variation.
Own the sales velocity model and its underlying metrics (average deal size, win rate, sales-cycle length, and rep throughput), surfacing the levers that move pipeline efficiency and feeding them into planning.
Lead build-vs-buy decisions for new tooling, and own vendor management and contract negotiation for the GTM Ops stack to control cost, drive consolidation, and avoid lock-in.
Instrument and publish stage-to-stage conversion rates cut by segment, region, and ICP, giving leaders a consistent view of where deals stall and a basis for comparing performance across teams.
Deliver self-serve analytics that let sales, marketing, and CS leaders answer their own questions, reducing the dependence on a central analyst for routine reporting.
Own the data and reporting infrastructure behind the Weekly, Monthly, and Quarterly Business Reviews (WBR / MBR / QBR), including the metric definitions and refresh cadence each relies on.
Own the on-call rotation and incident response for GTM-platform issues, so failures in revenue-critical flows are detected, triaged, and resolved with real engineering discipline.
Maintain architecture decision records (ADRs) for every significant choice and review them quarterly, so the rationale behind the platform is documented, transparent, and revisited as the org scales.

Requirements

Experience owning GTM Ops, RevOps or revenue systems at a globally distributed company with multi-product growth. Hands-on fluency with HubSpot (or Salesforce), Segment, Braze, SQL, dbt, and warehouse pipelines. Track record of hiring and developing GTM Ops talent. Passion for AI, shown through hands-on building, prototyping, or side projects. Default to building over requesting. Confidence in your thinking and openness to being wrong.

Qualifications

Hands-on fluency with HubSpot (or Salesforce), Segment, Braze, SQL, dbt, and warehouse pipelines. Track record of hiring and developing GTM Ops talent. Passion for AI, shown through hands-on building, prototyping, or side projects. Default to building over requesting. Confidence in your thinking and openness to being wrong.

Skills

Benefits

Healthcare, dental and vision benefits
401k with 3% company match
$700 annual learning and development budget
$100/month health and wellness allowance
$500 home office budget
26 weeks paid primary parental leave and 18 weeks paid secondary parental leave
Fertility support up to $7,000
Four weeks of work from anywhere per year
Serious equity

Pay

TBD

Schedule

TBD