Director, GTM Strategy & Operations

Chronosphere 

Chronosphere is the observability platform built for control in the modern, containerized world. Chronosphere empowers customers to focus on the data and insights that matter by reducing data complexity, optimizing costs, and remediating issues faster. The observability platform reduces data volumes and associated costs by 60% on average while saving developers thousands of hours. Chronosphere’s Fluent Bit-based Telemetry Pipeline optimizes and simplifies observability and security log data. The product transforms logs at the source and routes them to any destination without lock-in.

Recognized as a leader by major analyst firms, Chronosphere is trusted by the world’s most innovative brands, including Snap, Robinhood, DoorDash, and Zillow. Learn more at Chronosphere.io. Follow at LinkedIn and X.

About the team

This role will directly report to the VP of Revenue Operations (RevOps) and serve as part of the leadership team. RevOps is at the heart of the GTM organization, determining future strategy & managing daily operations to maximize the productivity of our sellers. We are known for being a collaborative group of high-achievers who execute with excellence both within our team and across the broader org. We love tackling big ideas while also rolling up our sleeves to get things done. 

About the role

As the leader of the Strategy & Operations team, you will be responsible for driving productivity of our sales team through operational excellence. For us, Operations does not mean back-of-house. Instead, it means deeply understanding the needs of our sellers & our GTM strategy to design ways not just for us to be more efficient, but also sell more effectively. 

Your team will be comprised of 3 individuals today responsible for our reporting, data infrastructure, GTM applications, compensation design, and Deal Desk. You will develop the team and ultimately grow it as the business evolves. 

Your #1 stakeholder will be our CRO and you will also partner closely with our CFO, CMO, and Marketing Operations team.

If you describe yourself in the following ways, you will be an excellent fit for this role

• You are both a people leader and an operator who can roll up your sleeves

• You deeply understand B2B Enterprise Sales. This gives you keen judgment on how to relate to Sales Leadership and make an impact on our sellers

• You have sufficient understanding of data science, data infrastructure, GTM tooling, compensation design, and Deal Desk to guide our strategy, get involved where needed, and support the team

• You are an expert at prioritization. You are comfortable making decisions and compromises - when to be scrappy vs. when to invest for scale. You use your prioritization skills to guide your team & cross-functional stakeholders

• You excel at simplifying complex ideas and quantitative thinking into simple, easy-to-understand end products, whether they are in the form of a Google Slides presentation or Sales Dashboard

• You live in data, and proactively surface insights about our operational measures (PG, Leading Indicators, Forecast) while also monitoring our bigger trends (conversion rates, pipeline coverage, sales capacity, ASPs, etc.)

You have

• 8+ years of experience in a Analytics role, 5+ years of experience at a B2B tech company, and 2+ years of experience supporting Sales or a GTM function

• 2+ years of experience as a partner to a senior exec, preferably a CRO or senior Sales Leader at a B2B tech company

• 3+ years of experience managing Strategy & Analytics within a Revenue Operations function

• Work experience at an early stage (Series A - D) SaaS B2B tech startup, or small team within a larger company

• Deep understanding of core B2B sales models & KPIs (conversion, ramp modeling, capacity modeling, pipe coverage, etc.)

• Exceptional data fluency and comfort working in data tables (SQL)

• Deep understanding of Salesforce data structure

• Experience designing self-service dashboards from the ground up

• Deep knowledge of data infrastructure (BI tooling, data pipelines, data warehouse)

Nice to have

• Experience with Sigma and Big Query

• Experience at a company that has implemented Leading Indicators