Head of GTM Operations

OverviewApplication Who We Are Notion is the collaborative AI workspace where teams and agents think together. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn't to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business's system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life's work. About the Role This role will design, implement, and measure the customer journey (including sales and post-sales) across both our PLG and SLG motions, and act as a business partner to senior leaders. They will manage some of the most complex cross-functional work streams across GTM and drive transformational change to innovate our GTM motion. What You'll Achieve Customer Journey Design & Execution: Own the end-to-end customer journey from acquisition through renewal. Design and refine the processes, playbooks, and handoffs across all GTM motion types (self-serve, sales-led, partner-led), and align cross-functional leaders on key touchpoints and quality standards. Team Leadership & Development: Lead managers and ICs across Sales Ops, Partner Ops, PS Ops, and CS Ops. Set clear priorities and performance expectations, build a culture of accountability and continuous improvement, and coach managers to develop their own leadership capabilities. Sales Operations: Oversee sales planning, territory design, quota setting, and capacity modeling. Ensure pipeline health, forecasting accuracy, and deal governance while driving adoption of sales processes and tooling. Partner Operations: Build and scale operational infrastructure for the partner ecosystem - onboarding, performance tracking, co-sell coordination, and partner-to-sales handoffs - with clear playbooks and health metrics. Professional Services Operations: Oversee PS capacity planning, project intake, utilization tracking, and billing coordination. Partner with PS leadership on scalable delivery models and define metrics that reflect delivery quality and customer outcomes. Customer Success Operations: Own CS infrastructure: health scoring, renewal forecasting, QBR frameworks, and CS-to-Sales handoffs. Develop segment-calibrated playbooks and ensure tooling and workflows support proactive customer engagement. Measurement & Performance: Define and report on GTM operational metrics (win rates, pipeline velocity, NRR, PS utilization, partner-sourced revenue, etc.). Drive regular operational reviews and surface actionable insights across all sub-functions. Cross-Functional Partnership: Serve as the primary operational partner to GTM Enablement, Workflows & Technology, and Strategy & Analytics - translating operational needs into systems, ensuring process adoption, and contributing to annual planning and GTM strategy. Skills You'll Need to Bring You don't need to be an AI expert, but you're curious and willing to adopt AI tools to work smarter and deliver better results. 10+ years of experience in Revenue Operations, GTM Operations, or a closely related field, with at least 3+ years leading teams Experience managing managers — you've built and led multi-tiered teams and know how to set up a management layer for success Broad functional expertise across multiple sub-functions: Sales Ops, Partner Ops, CS Ops, or Professional Services Ops Deep fluency in the B2B SaaS GTM model, including pipeline management, renewal forecasting, partner ecosystems, and post-sale operations Nice to Haves Experience in a PLG or hybrid PLG + sales-led go-to-market environment Prior experience supporting a partner or channel ecosystem at scale Background working with or in Professional Services or implementation-focused teams Experience supporting international GTM operations across multiple regions Hands-on experience with core GTM tooling (Salesforce, Gainsight, Clari, Gong, or equivalents) Notion is committed to providing highly competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s experience and expertise, and may vary from the range provided below. For roles based in San Francisco, the estimated base salary range for this role is $300,000 - $350,000 per year. A Note on AI You don't need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement - when that's the case, we'll say so explicitly in the qualifications. People who thrive here don't treat AI as a novelty. They use it to think better, and make their work easier for others to build on. Equal Opportunity & Accommodations We hire talented people from a wide range of backgrounds. If you're excited about this role but don't meet every bullet, we still encourage you to apply. Notion is an equal opportunity employer and does not discriminate on the basis of any legally protected characteristic. Consistent with applicable law, we will consider for employment qualified applicants with arrest and conviction records. Notion provides reasonable accommodations during the application process; if you need one, please let your recruiter know. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know. #J-18808-Ljbffr Intermedia Lab