VP, Head of GTM Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the entire go-to-market stack, including HubSpot, Clay, Apollo, Sendoso, Gong, and related tools; make decisions regarding architecture, build-versus-buy, and vendor selection.

• Establish standards for data hygiene, lifecycle definitions, lead routing, signal routing, and trusted deal fields across three business units.

• Develop and scale scoring models focused on ICP fit, client health, and engagement.

• Expand AI-agent workflows to include research, enrichment, routing, and reporting functionalities.

• Maintain buyer personas and the account universe that supports outbound initiatives.

• Collaborate with marketing on top-of-funnel campaigns, outbound sales strategies, target accounts, segments, asset classes, and supporting systems.

• Manage ABM strategy, encompassing account selection, tiering, scoring, and tactics for priority accounts.

• Oversee data enrichment, prospect research, account and contact data, list creation, and campaign/sequence research.

• Responsible for marketing-sourced revenue reporting, deal-level pipeline attribution, pipeline and funnel analytics, executive metrics, and win-loss governance.

• Generate monthly sponsor reviews, quarterly board presentations, and weekly metrics on coverage, conversion, meetings, and SQL.

• Establish revenue-motion processes, qualification criteria, handoff SLAs, rules of engagement, stage definitions, cadence standards, and performance metrics.

• Lead change management efforts when the operating model undergoes changes.

• Provide insights on coverage, funnel, capacity, territory, and compensation for annual and quarterly planning in collaboration with Finance.

• Advise the CEO, CFO, Managing Directors, revenue leadership, and marketing leadership on operational performance and key priorities.

• Supervise the Revenue Operations Lead and analysts based in the Mexico City operations center.

• Review team outputs, mentor staff, hire and develop team members, and create a scalable operations team.

• Direct the GTM operations engine and set its strategic direction while reporting directly to the CMO.

⛳️ Requirements

• Over 7 years of experience in revenue, go-to-market, or sales operations, showcasing a clear progression in scope and responsibilities.

• Proven hands-on capability to build scoring models, workflows, or routing logic in Clay, HubSpot, and an enrichment tool; recent experience is essential.

• Experience integrating AI into go-to-market activities through agents, enrichment, or automation.

• Strong quantitative skills in pipeline mathematics, coverage ratios, funnel conversion, attribution logic, capacity modeling, and compensation modeling.

• Ability to independently analyze and validate reports.

• Executive presence and credibility with CEOs, CFOs, Managing Directors, private equity sponsors, and boards; capability to defend metrics under scrutiny.

• Ability to lead efficient onshore teams and junior nearshore analysts with clear direction, delegation, and consistent feedback loops.

• Experience in B2B fintech, financial services, or a services-and-software business is advantageous.

🏝️ Benefits

• Health Care Plan (Medical, Dental & Vision)

• Retirement Plan (401k, IRA)

• Life Insurance (Basic, Voluntary & AD&D)

• Paid Time Off (Vacation, Sick & Public Holidays)

• Family Leave (Maternity, Paternity)

• Short-Term & Long-Term Disability

• Wellness Resources