GTM Strategy & Operations

About the role

You will own the end-to-end sales operating rhythm for the Americas region as the analytical and operational backbone of the GTM organization. You will translate complex business dynamics into clear plans that align capacity, coverage, and pipeline with revenue targets. You will shape how AI is embedded into the go-to-market engine by discovering, evaluating, and scaling high-impact use cases across the sales organization. You will act as the primary liaison between sales leadership and cross-functional partners to ensure decisions are grounded in clean, structured data. You will drive forecasting accuracy, pipeline health, and quota integrity while continuously improving the efficiency of sales workflows. You will own the cadence that keeps the business moving, from annual planning to quarterly business reviews. You will partner with AI, product, and enablement teams to ensure new capabilities are adopted and optimized for real-world impact.

Key facts

What you'll do

• Report directly to the Head of RevOps and partner closely with sales leadership on planning, prioritization, and execution.
• Lead Sales Operations for the AMER region, owning annual planning and running the day-to-day operating cadence.
• Build sales capacity, coverage, and quota models that align hiring plans with revenue targets.
• Size and segment the addressable market to inform territory design, whitespace analysis, and account prioritization.
• Design and maintain territory planning to reflect strategic growth priorities and market dynamics.
• Drive the sales forecasting methodology, delivering a defensible quarterly view and improving accuracy over time.
• Own weekly pipeline reviews, forecast calls, and quarterly business reviews using data-driven insights to flag risks early.
• Help drive the analytical rhythm of the business by owning performance reporting and analyzing data to generate actionable insights.
• Proactively drive operational efficiency and team productivity by continuously improving processes, tools, and reporting.
• Shape the GTM AI roadmap, defining high-impact use cases and driving adoption across the sales organization.
• Partner with cross-functional teams including Marketing, Strategic Finance, Sales Enablement, Deal Desk, and Business Intelligence.
• Evaluate and recommend AI and automation solutions that meaningfully enhance GTM workflows and outcomes.
• Lead cross-functional initiatives from ideation through execution, ensuring alignment and timely delivery.
• Translate strategic objectives into operating plans that connect daily activities to long-term business outcomes.
• Act as the central point for sales metrics, ensuring data integrity, transparency, and consistency across all GTM dashboards.

Requirements

• 8+ years in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles.
• Demonstrated experience building repeatable and scalable systems and processes that have been implemented across multiple teams.
• A self-starter who thrives in ambiguity and brings structured thinking to solve problems and drive results.
• Advanced analytical skills with the judgment to turn data into a clear recommendation and influence action.
• Experience partnering cross-functionally with teams like Finance, Marketing, Enablement, and Product to drive shared initiatives.
• Track record of managing complex projects and delivering outcomes in a fast-paced, matrixed environment.
• Strong comfort with data tools, including spreadsheets, databases, and visualization platforms used in enterprise settings.
• Excited by applying AI/automation to GTM workflows, with a bias toward pragmatic, high-impact use cases over novelty.
• Excellent written and verbal communicator who can flex between detailed analysis and executive-level narrative.
• Willingness to participate in an AI-focused exercise or discussion during the interview process to explore how you use AI to drive impact.
• Comfortable referencing any tools, platforms, or workflows you use today to demonstrate your approach to productivity and quality.
• Commitment to maintaining data integrity and rigor in analysis to support high-stakes business decisions.
• Openness to working in a hybrid environment with a defined expectation of in-office collaboration.

Nice to have

• Experience defining and implementing sales compensation and incentive plans.
• Prior work in the biotech or life sciences sector.
• Familiarity with CRM and data management platforms commonly used in enterprise sales.
• Background in product management or business analysis within a technology or SaaS environment.
• Experience mentoring or guiding junior analysts in structuring and executing analysis.
• Knowledge of AI tools and platforms relevant to sales, marketing, and operations functions.

Practical notes

You will be expected to work from our San Francisco office three days per week on Monday, Tuesday, and Thursday. This role requires U.S. work authorization. If your profile matches our requirements, we will contact you to continue the process.