GTM Strategy & Ops Lead

About the role

You will define and drive the commercial strategy that determines where Arena Intelligence grows and how we capture value in the market. This role owns the end-to-end commercial engine, aligning go-to-market plans with financial outcomes and ensuring our operations can scale with enterprise demand. You will act as the primary operational partner to sales, translating strategy into clear forecasts, pipeline standards, and account-level insights that the leadership team uses to make decisions. You will design the guardrails for pricing and packaging, ensuring that new products are launched with clear monetization paths and sustainable discounting. You will build the infrastructure that turns customer usage into accurate billing and reliable reporting, closing the loop between product adoption and revenue. You will challenge the status quo by analyzing large, non-standard deals and turning ad hoc arrangements into repeatable processes that reduce risk and increase predictability. You will maintain the integrity of our data by ensuring that what sales forecasts and what finance reports are built on the same, trustworthy foundation. You will work at the intersection of analysis, judgment, and execution, making trade-off decisions that shape how we enter and win in our most strategic markets.

Key facts

What you'll do

• Run the end-to-end go-to-market operating cadence, orchestrating pipeline reviews, forecast updates, and business reviews that give leadership a clear, data-backed view of performance.
• Define, build, and own the pipeline and usage reporting structures that both GTM and finance rely on, ensuring consistency, transparency, and auditability across systems.
• Act as the operational partner to the sales team, providing account-level analysis, process support, and insights that enable reps to prioritize and win in the most promising opportunities.
• Set and execute pricing and packaging strategy, designing rate cards, discount guardrails, and monetization approaches for new products before they reach the market.
• Develop the go-to-market approach for new segments, from sizing the opportunity and building the business case through coverage models, packaging, and the sales process needed to succeed.
• Run the deal desk function, structuring and pressure-testing large commercial agreements, and converting executed contracts into documented, repeatable playbooks.
• Own the quote-to-cash workflow from order form creation through metering, consumption tracking, billing accuracy, and reconciliation, partnering closely with accounting.
• Partner with product and engineering to ensure new SKUs launch instrumented, billable, and accurately represented in systems, enabling clean data from day one.
• Partner with finance to align forecasting methodology, compensation plans, and territory strategies so that incentives and targets reflect the realities of the market.
• Build dashboards and analyses that surface leading indicators of pipeline health, allowing the team to course-correct quickly based on real-world signals.
• Translate complex commercial decisions into clear recommendations for leadership, balancing strategic bets with near-term execution requirements.
• Maintain a deep understanding of customer workflows in agentic coding, creative production, and professional productivity so that evaluation metrics reflect real outcomes.
• Own the discipline of measuring what human experience reveals about AI performance, ensuring that our datasets and evaluations remain rigorous and actionable.
• Act as the central point of coordination between sales, finance, product, and data, ensuring that every team works from the same version of the truth.

Requirements

• Bring 6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting, including time at a high-growth technology company selling to enterprises.
• Have direct experience running go-to-market operating rhythms such as pipeline reviews, forecasting, and performance reporting as the operational partner a sales team relies on.
• Demonstrate a track record of making pricing and packaging decisions, and show fluency in consumption or usage-based revenue models and how they shape commercial behavior.
• Show a history of structuring ambiguous commercial problems, including large non-standard agreements, and seeing them through implementation into systems and process.
• Possess working knowledge of quote-to-cash mechanics and an understanding of where handoffs between CRM, billing, and accounting commonly break or create risk.
• Comfortably pull your own data using SQL or a BI tool, and use analysis to drive decisions rather than relying solely on pre-built reports.
• Use AI and vibe coding in your daily workflow while maintaining the judgment to know when the answer requires doing the work yourself and verifying the results.
• Communicate clearly and persuasively in writing and in conversation, with the ability to hold your position with sales leadership and executives.
• Operate with high ownership and sound instincts about when a process is worth building, versus when existing systems should be extended.
• Be comfortable operating in a fast-moving environment where responsibilities are broad and priorities can shift quickly based on customer and market needs.
• Have strong written and verbal communication, enabling you to translate technical evaluation concepts into narratives that non-technical stakeholders can use.
• Bring intellectual curiosity about how human experience reveals AI performance, and how that insight can be encoded into metrics the organization can act on.
• Commit to working with incomplete information and making timely decisions when data is limited, while still maintaining rigor in your analysis.
• Align with a culture that values craftsmanship, curiosity, and impact over hierarchy, and that seeks truth through direct engagement with real workflows.

Practical notes

Hours: Full-time, Bay Area time zone.

Travel: None specified.

Visa: None specified.

Deadlines: None specified.