Vice President – Go-To-Market Operations

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Design an AI-Native Revenue Operating Model.

• Create and execute a scalable, AI-enhanced GTM operating framework that revolutionizes our GTM approach and fosters predictable growth.

• Embed AI-driven workflows into pipeline management, forecasting, territory planning, and customer lifecycle orchestration.

• Integrate automation and intelligence into systems, dashboards, and daily operational routines.

• Set global standards for data integrity, tool adoption, and workflow consistency.

• Develop the infrastructure necessary for a globally focused revenue organization driven by product value and data-centric strategies.

• Spearhead transformation initiatives related to revenue planning, pricing, process enhancement, and enablement throughout the organization.

• Collaborate with Finance and Revenue leadership to steer long-term and annual planning, including quota design, territory alignment, capacity modeling, and incentive optimization.

• Convert corporate strategy into actionable GTM execution plans.

• Work alongside product leadership to operationalize pricing and packaging strategies, enabling support for evolving product strategies and optimizing revenue performance.

• Create commission and incentive frameworks that reward value generation, product adoption, and sustained customer success.

• Implement predictive forecasting models utilizing AI and advanced analytics.

• Develop executive-level dashboards that link pipeline health, win rates, sales velocity, CAC, LTV, and retention to strategic outcomes.

• Facilitate scenario planning and sensitivity modeling to guide strategic decision-making.

• Establish leading indicators for growth, churn risk, and expansion prospects.

• Institutionalize data-driven insights and decision-making across Sales, Customer Success, Channel, and Marketing.

• Oversee the GTM systems roadmap (CRM, analytics platforms, AI tools).

• Modernize and integrate the revenue tech stack to ensure scalability, interoperability, and automation.

• Streamline end-to-end revenue processes to minimize friction and enhance productivity.

• Ensure operational readiness for strategic initiatives, including new product launches, pricing adjustments, and international expansion.

• Foster operational rigor in forecasting cadence, QBRs, and weekly revenue rhythms.

• Lead cross-functional enablement initiatives with Sales, PMM, and Product to align enablement efforts with product strategy and market positioning.

• Institutionalize a data-driven enablement roadmap linked to measurable productivity outcomes.

• Ensure that sales methodologies and value-based selling frameworks are reinforced through analytics and coaching tools.

• Create performance scorecards that equip frontline leaders with actionable insights.

⛳️ Requirements

• Over 12 years of experience in strategic and revenue operations, including at least 5 years in leading Global GTM Operations.

• Proven track record in scaling GTM operations within high-growth SaaS or cybersecurity companies.

• Demonstrated success in modernizing revenue tech stacks and incorporating AI or advanced analytics into GTM workflows.

• Expertise in revenue operations, GTM strategy, marketing operations, and incentive design.

• Strong financial acumen, with experience in capacity modeling, forecasting, and IPO readiness.

• Exceptional analytical skills with the ability to distill complex data into strategic insights.

• Excellent first-principles problem-solving capabilities.

• Executive presence with experience influencing C-level and Board stakeholders.

• Bachelor’s degree required; an MBA or advanced degree is preferred.

🏝️ Benefits

• Health (medical, vision, dental), life, and disability insurance*

• Equity stock options

• Retirement plans

• Paid public holidays and unlimited PTO

• Paid maternity and parental leave

• Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)

• Employee Assistance Program