GTM Operations Lead

About us

• At Sierra, we’re creating a platform to help businesses build better, more human customer experiences with AI. We are primarily an in-person company based in San Francisco, with growing offices in Atlanta, New York, and London.

• We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and Family. These values are the foundation of our work, and we are committed to upholding them in everything we do.

• Our co-founders are Bret Taylor and Clay Bavor. Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google’s AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace. 

What you’ll do

• Revenue Planning & Forecasting: Support the execution of revenue forecasting by leveraging data insights to drive strategic planning and financial projections. Ensure alignment with overall business objectives and market trends.

• Compensation Strategy & Planning: Design and refine compensation structures to incentivize performance, align with company goals, and maintain competitiveness in the market. Collaborate with Finance and Sales to evaluate and optimize commission plans.

• Headcount & Capacity Planning: Develop models to assess staffing needs, optimize team structures, and support efficient resource allocation as the organization scales. Ensure alignment with revenue goals and sales coverage strategies. Optimize sales territory planning to ensure equitable distribution of accounts and maximize revenue potential. Align headcount and resource allocation with sales capacity needs and revenue goals.

• Attribution & Propensity Modeling: Build and refine data-driven models to analyze customer behavior, predict demand, and identify revenue opportunities. Provide actionable insights to optimize sales and marketing efforts.

• Operational Reporting & Dashboards: Own and evolve business reporting frameworks, ensuring real-time visibility across GTM teams. Develop and manage dashboards and KPIs to track performance, optimize decision-making, and ensure data integrity in collaboration with other Ops team members.

• Process Optimization & Scalability: Establish and enforce standardized processes across GTM functions, ensuring clarity, efficiency, and scalability. Identify and remove bottlenecks in operational workflows to enhance productivity.

• Cross-Functional Collaboration & GTM Alignment: Partner with customer-facing teams, driving alignment between Sales and Agent Development. Ensure a structured operational cadence to support alignment, accountability, and continuous optimization.

What you’ll bring

• 10+ years of experience in GTM/revenue operations, sales operations, or a similar role

• Proven track record of building and scaling GTM/revenue operations in a startup or fast-growth environment.

• Experience scaling and mentoring teams during periods of high growth.

• Deep understanding of complex enterprise SaaS sales processes and dynamics.

• Strong analytical and problem-solving skills, with experience or a keen interest in SQL.

• Ideally an expert in using Salesforce.

• Exceptional communication and leadership skills, with the ability to influence stakeholders at all levels.

• Experience in partnerships and business development roles.

• Ideally has a familiarity with AI or conversational AI technologies.

• A degree in Business Administration, Finance, or a related field, or equivalent professional experience.

Our values

• Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an environment that enables all of us to do our best work.

• Customer Obsession: We