Director, GTM Strategy & Operations

Location: San Francisco (Hybrid- M, T, TH)

Role Summary

The Director of GTM Strategy, Operations & Revenue Operations is a critical leader responsible for the strategic, analytical, and operational backbone of our revenue engine. This role reports directly to the CRO and combines GTM strategy, forecasting, process optimization, and ownership of our RevOps function and GTM systems. The ideal candidate brings strong business acumen, a deeply data-driven approach, and a hands-on, in-the-details operating style. You will partner with Sales, Marketing, Customer Success, Product, and Finance to drive predictable revenue performance and scale our GTM execution.

Key Responsibilities

GTM Strategy & Planning

• Lead annual and quarterly GTM planning cycles, including segmentation, coverage models, capacity planning, and territory design.
• Translate data into actionable insights that inform strategic decisions across pipeline generation, conversion, and retention.
• Evaluate new growth opportunities and partner on cross-functional initiatives such as market expansion, pricing, and new product motions.

Revenue Operations Leadership

• Lead and develop the Revenue Operations team, ensuring strong partnership with Sales, Marketing, and CS.
• Build and maintain a scalable operating rhythm across forecasting, pipeline reviews, QBRs, and GTM performance management.
• Own definition, tracking, and governance of GTM KPIs, ensuring clarity and consistency across all teams.

Forecasting & Revenue Performance

• Own the end-to-end forecasting process, from methodology to cadence to executive-level insights.
• Monitor pipeline quality, conversion performance, and funnel dynamics; surface risks and actions required to meet revenue targets.
• Deliver clear, accurate dashboards and automated reporting to improve visibility and decision-making.

GTM Systems & Process Excellence

• Own the GTM systems stack—including CRM (Salesforce), automation tools, enablement platforms, and analytics solutions.
• Drive system and process improvements to increase efficiency, reduce friction, and strengthen data quality.
• Partner with Product, Sales, Marketing, and CS leadership to operationalize new GTM motions and ensure system support.

Cross-Functional Alignment & Communication

• Ensure GTM teams have clear processes, definitions, and expectations to support unified execution.
• Develop concise, data-backed materials for leadership reviews, board updates, and strategic programs.
• Foster strong alignment across RevOps, Finance, Product, and regional GTM teams.

Qualifications

• 8–12+ years in GTM strategy, Revenue Operations, or business operations roles within SaaS.
• Proven leadership of RevOps teams and ownership of CRM and GTM systems.
• Exceptional analytical and problem-solving skills; able to move from data to insight to action.
• Strong business acumen and experience supporting executive-level decision-making.
• Hands-on operator with strong attention to detail, comfortable digging into data, processes, and systems.
• Advanced proficiency with Salesforce, BI tools, and revenue analytics platforms.
• Excellent communication and stakeholder management skills across functions and seniority levels.

What Success Looks Like

• A predictable revenue engine with accurate forecasts and clear performance visibility.
• A high-performing RevOps team delivering operational leverage for all GTM functions.
• Clean, reliable GTM data and systems that scale with the business.
• Streamlined processes that improve execution velocity and cross-team alignment.
• Data-driven recommendations that help accelerate growth and improve GTM efficiency.

You can look forward to the following benefits:💰 Competitive Compensation, Stock Options, Company 401k📚 A budget for your professional development and ongoing learning🏝 Unlimited PTO - Seriously, take the time that you need💛 1 Volunteer Day per year for you to help causes close to your heart🍀 Mental Wellness Program to support your well-being and self-care🏋 Company contribution to gym and wellness memberships🚗 Commuter benefits🍹 Team events, suc