GTM Strategy and Operations Lead

Role Description

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. This is an individual contributor role reporting directly to the Director of Sales. It is designed for a scale-up veteran who thrives in high-growth environments and is comfortable moving between high-level strategy and technical execution. You will work very closely with the GTM cross-functional team, including Account Management, Partnerships, Marketing, and Finance, to ensure the technology and data-driven insights empower the entire organization to sell and scale more effectively.

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.

Benefits

• Choose from 2 robust medical plans through Blue Cross Blue Shield—plus, we contribute to your HSA when you enroll in our high-deductible health plan.
• Offer two dental plans and one vision plan to keep you and your family healthy.
• Peace of mind with company-paid Short Term Disability, Long Term Disability, and Life Insurance.
• Additional protection through voluntary benefits like Accident Insurance, Hospital Indemnity, Critical Illness, and Legal Assistance.
• 401(k) with a 4% company match—because your future is worth investing in.
• Employee Assistance Program (EAP) with 6 sessions per life incident to support your mental well-being.
• Flexible PTO and 7.5 company-observed holidays to recharge on your terms.
• In-person connection points throughout the year including our annual Summit and Roadshows.
• Snapsheet SWAG and surprise mailers to keep the spirit alive.
• Endless opportunity to shape your path—career growth, learning, and real impact are all within reach.
• Health and wellness campaigns that evolve with you year over year.