GTM Ops & Strategy Lead

Why 11x Now

At 11x, we're building autonomous digital workers that handle routine work end-to-end, freeing humans to focus on what they do best—creating, innovating, and building meaningful relationships. We're one of the world’s fastest-growing AI companies. We've achieved a 20x increase in ARR and raised $75M+ from leading investors including a16z and Benchmark. Our team works in-person in our San Francisco office.
About the RoleWe’re looking for a GTM Ops & Strategy Lead who can serve as a strategic operator across sales, growth, and product positioning. This role isn’t about carrying a quota—it’s about defining our ICP, sharpening how we sell, and enabling the GTM engine to run faster and smarter. You’ll move fluidly between data analysis, sales enablement, marketing experimentation, and strategic pricing—ensuring our commercial strategy is tight and execution-ready.
Key Outcomes

• ICP & Positioning: Define, validate, and continuously refine our ICPs and personas. Translate insights into clear messaging and collateral.
• Sales Enablement & Efficiency: Build training, playbooks, and materials that make sales faster and sharper. Drive productivity improvements across the team.
• Sales Ops & Analytics: Segment accounts, analyze win/loss and retention cohorts, and provide data-driven recommendations for pipeline focus.
• Growth & GTM Experiments: Run campaigns (ads, performance marketing, Alice, etc.), test pricing/packaging strategies, and deliver actionable insights to leadership.

Responsibilities

• Partner with sales leadership to define segmentation and optimize territory design.
• Analyze customer data (win rates, retention cohorts, deal velocity) and translate insights into GTM actions.
• Develop ICP- and persona-based positioning materials, pitch decks, and messaging frameworks.
• Own sales enablement: training programs, scripts, product messaging, objection handling.
• Run growth initiatives including paid campaigns, ad performance tracking, and channel experiments.
• Lead pricing and packaging workstreams in collaboration with Product and Finance.
• Support exec team with GTM strategy insights, special projects, and board-facing materials.

Ideal Background

• 3–6 years of experience in a mix of growth, sales ops/enablement, consulting, or strategy roles.
• At least 1 year reporting to CEO or C-Suite
• Proven experience in sales operations and data analysis (segmentation, funnel conversion, cohort analysis).
• Hands-on exposure to growth campaigns (ads, performance marketing).
• Strong communicator and storyteller who can build decks that land with execs and with sales teams.
• High adaptability: can context-switch between strategic frameworks and hands-on execution.
• Comfortable in high-velocity, zero-to-one environments.

11x is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.