Director, GTM Strategy – Operations

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Formulate At-Bay Security’s growth strategy and convert company objectives into actionable go-to-market (GTM) plans.

• Create strategies for market segmentation, customer targeting, distribution, channels, coverage, and partnerships.

• Discover and assess new customer segments, channels, partnerships, and avenues for growth.

• Develop business cases, financial models, analytical frameworks, and closed-loop measurement systems.

• Design, experiment, validate, and operationalize novel GTM initiatives.

• Oversee annual and quarterly GTM planning, capacity planning, forecasting, pipeline management, bookings, and revenue modeling.

• Establish GTM key performance indicators (KPIs), dashboards, reporting structures, and operating rhythms.

• Communicate GTM performance, strategic priorities, and analytical insights to senior leadership.

• Design sales territories, account segmentation, coverage strategies, quotas, capacity models, and incentive frameworks.

• Enhance processes related to prospecting, pipeline generation, sales execution, expansion, and customer retention.

• Manage GTM technology infrastructure, CRM governance, data quality, reporting, and tools.

• Oversee the roadmap and implementation of AI use cases across Sales, Marketing, and Revenue Operations.

• Spearhead cross-functional strategic initiatives involving Sales, Marketing, Product, Security, Finance, and other departments.

⛳️ Requirements

• 7–12+ years of experience in GTM strategy, business operations, Revenue Operations, strategy consulting, or similar roles.

• Experience in a high-growth B2B technology environment, preferably within SaaS, cybersecurity, or other intricate GTM contexts.

• Comprehensive understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economics.

• Proficient analytical and financial modeling capabilities.

• Experience in designing, testing, and scaling innovative GTM initiatives or growth strategies.

• Proven track record in leading annual planning, forecasting, territory design, quota setting, capacity planning, and other fundamental GTM operating processes.

• Strong familiarity with AI and insights on its influence on contemporary GTM organizations.

• Excellent cross-functional leadership skills with the ability to influence teams in Sales, Marketing, Product, Finance, Security, and C-suite executives.

• Capacity to navigate between high-level strategy and operational specifics.

• Sound judgment, intellectual curiosity, and a preference for straightforward, practical solutions.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work schedule and remote work options.

• Opportunities for professional development and career advancement.

• Supportive and dynamic team environment.