GTM Strategy & Operations Lead

About the role

Perplexity is looking for a GTM Strategy & Operations Lead to join our Enterprise team. This individual contributor position will establish the analytical and operational framework for our sales organization. You will work closely with the VP of Sales and sales leaders to build the planning, forecasting, and performance infrastructure for a rapidly expanding enterprise AI business.

Key facts

What you'll do

• Manage the GTM operational rhythm, including weekly pipeline reviews, forecast calls, and quarterly business reviews, handling both data and narrative.
• Create and manage the sales forecasting process, providing an accurate view of quarterly projections to leadership.
• Develop and maintain territory and segment models across all sales motions, overseeing the territory assignment process.
• Construct sales capacity, coverage, and quota models that link hiring plans to revenue targets.
• Oversee performance reporting across the sales funnel, including conversion, pipeline health, rep productivity, attainment, and ramp-up times.
• Perform strategic analyses to identify business strengths and weaknesses, then translate findings into clear recommendations for sales leadership.
• Lead high-priority cross-functional GTM initiatives, from annual planning through execution.
• Collaborate with Sales, Marketing, Customer Success, and Strategic Finance to ensure the go-to-market plan is based on shared data.

Requirements

• Significant background in GTM strategy, sales operations, revenue operations, or a similar role at a high-growth company.
• Direct experience addressing and resolving issues that arise as a sales team expands.
• Strong SQL and hands-on analytical capabilities; you must be able to extract data and build models independently.
• Deep familiarity with Salesforce and direct experience working with a data warehouse like Snowflake.
• Demonstrated ability to manage an operating cadence with senior sales leaders and ensure organizational adherence.
• Skilled at structuring complex problems and clearly communicating recommendations to executives.
• Comfortable transitioning between long-term planning and immediate operational questions.
• Excellent written and verbal communication skills, including presenting to senior stakeholders.
• Bachelor's degree or equivalent practical experience.

Nice to have

• Experience operating a usage-based or consumption business model, where forecasting extends beyond seat counts.
• Previous experience in management consulting, strategic finance, or corporate strategy before an operating role.
• Experience at an AI or enterprise infrastructure company.

Skills & tools

• SQL
• Salesforce
• Snowflake