Head of GTM Operations

AI is transforming how every company operates, but most enterprises are stuck. They want to move fast with AI agents, tools, and workflows, but they can’t do it safely. We’re fixing that. Our team built AI Actions for OpenAI, shipped Zapier Agents to millions of users, and launched the first remote MCP server with Anthropic. The co‑creator of MCP is on our cap table. We helped establish the protocol, and now we’re building the platform enterprises need to actually use it. Runlayer is one platform for MCPs, Skills, and Agents. Purpose‑built security, fine‑grained governance, and complete observability so organizations can push AI forward across the entire company without the risk. We raised $11M from Khosla Ventures and Felicis, and customers include Gusto, Instacart, and Opendoor. We’re a team of 25, mostly engineers, shipping fast. If you want to work at the center of how AI gets things done, this is the moment. The Role We are hiring a Head of GTM Operations to be the strategic counterpart to our VP of Sales. You will architect the playbook, hire the team that runs it, and partner with the founding team on every commercial decision that requires operational rigor. You will build the system. The pipeline is real (100+ active opportunities, $15M in qualified deals), the ACVs are climbing into seven figures, and inbound is accelerating. We’re looking for a senior operator who can install the structure that lets all of that compound. Why You’ll Thrive Here Impact. You will own one of the highest‑leverage functions in the company. The systems, models, and team you build will directly determine how fast and how cleanly Runlayer scales through Series B and beyond. Counterpart to the VP of GTM. Jeff Settle (ex‑Databricks Director of Sales for Banking & Financial Services, top 10 Databricks seller) describes this role as his counterweight. Jeff brings vision, intensity, and customer‑facing instinct. You bring the structure, the systems, and the operating discipline that turns vision into a repeatable machine. The two of you run the org together. Build the team. You will start as an individual contributor with full latitude to design the function. You will later hire and lead a team of GTM operations, revenue operations, and GTM engineering talent. The bench you build is yours. Founding‑team altitude. You will work directly with Andy Berman (CEO, ex‑Director of AI at Zapier, founder of Nanit), Tal Peretz (CPO, built Zapier MCP in two days), and Vitor Balocco (VPE, tech lead for Zapier Agents). The cap table includes Khosla Ventures, Felicis, and the co‑creator of MCP. This is the room you want to be in for the next decade of enterprise AI. What You’ll Own The GTM operating system. Forecasting, pipeline inspection, deal stage discipline, territory and segmentation strategy, comp plan design, quota setting, and onboarding playbooks. You build these from first principles as the GTM org scales from 7 to 35+ in the next 12 months. The revenue operations stack. Pipeline hygiene, forecast accuracy, dashboards, attribution, and reporting are your responsibility. Leadership and the board will rely on the picture you paint. The outbound and account intelligence engine. You will own the strategy and the systems that let our SDR and AE teams work the right accounts at the right time. As the org scales, you will hire the GTM engineering talent who maintains and extends this layer. Automation and operating leverage. Call summaries to CRM, follow‑up triggers, meeting intelligence, inbound routing, sentiment scoring, deal intelligence dashboards. Anywhere the team is doing manual work that an agent or workflow can handle, you find it and fix it. The team. You will hire and lead the operations function. As the GTM org grows past 35, you will own the talent strategy, the org design, and the development of every operator who reports to you. The strategic partnership with Jeff. You are in every leadership conversation about how the GTM motion evolves. You bring data, structure, and recommendations. You disagree productively. You are accountable, with Jeff, for the commercial outcomes of the business. What We’re Looking For 8 to 12+ years of progressive GTM operations experience. Sales operations, revenue operations, or GTM operations at high‑growth SaaS or infrastructure companies. You have done this work at multiple stages and understand what changes between Series A, B, and C. A track record of building, not just running. You have built a GTM operating model from scratch or near‑scratch at a company that scaled meaningfully under your watch. You can point to specific systems, frameworks, and decisions that you owned, and you can describe what worked, what didn’t, and what you would do differently. Senior operator presence. You can sit at the table with a CEO, a VP of Sales, and a CRO and hold your own. You bring data and structure to debates that would otherwise be vibes. You are calm under pressure and decisive when the room is not. Technical depth. A coding background is strongly preferred. You can pull and manipulate data, automate a workflow, or wire together an API without engineering support. You understand modern AI tooling because you use it daily. Operating rigor. Nothing falls through the cracks. You bring structure to fast‑moving environments without slowing them down. You can hold a forecasting cadence, enforce CRM discipline, and run a quarterly planning cycle while shipping new infrastructure simultaneously. Leadership instinct. You have either managed people directly or you have led cross‑functional initiatives in a way that made you the de facto operating leader. You are excited about the responsibility of building and developing a team, not just executing alone. Active AI user. You incorporate AI tools into your daily workflow as a standard part of how you operate. You have a perspective on where the agent space is going. What We Offer We provide a competitive package designed to attract and retain top talent who can work effectively with enterprise customers. Competitive salary and equity – compensation that reflects your expertise and customer‑facing responsibilities. Paid time off – 4 weeks paid vacation, paid sick leave, and paid parental leave. Professional development – budget for conferences, courses, and certifications in AI, enterprise software, and customer success. Top‑tier equipment – your choice of laptop and accessories to create your ideal work environment. Health benefits – comprehensive health, dental, and vision coverage. Customer interaction opportunities – work directly with innovative companies and see the immediate impact of your work. #J-18808-Ljbffr