Director, GTM Strategy & Operations

Elicit

Job Location:

San Francisco, CA - USA

Monthly Salary: Not Disclosed

Posted on: 14 hours ago

Vacancies: 1 Vacancy

Job Summary

Director GTM Strategy & Operations Posted

We are a Tech Startup disrupting & transforming a $49B industry. We are in hyper-growth looking for a Director GTM Strategy & Operations to join the team. We have a global vision for our AI-product and we are expanding to support our growth. (We have grown 3X!) And were just getting started.

We are backed by marque investors including BOND CRV & Tiger Global and we have over 700 employees. We achieved Unicorn status due to our success. We also have been recognized by Forbes Fast Companys Most Innovative Companies Inc. & Top Startups.
Your Role
As Director of GTM Strategy & Operations you will serve as the operating partner for one of our sales segments alongside the segments sales leadership and owning the full operational agenda for that business. Think of this as a mini COO-of-the-segment role: you are accountable for the health of the pipeline the quality of the forecast the rigor of the planning process and the cross-functional alignment that lets the sales team execute at its best.
Youll report to the Head of GTM Strategy and Operations and operate as a true business partner and execution arm for our revenue leaders owning the core rhythms models and metrics that power GTM performance.
What Youll Do

Own GTM planning for your annual and in-year planning cycles: headcount and capacity modeling quota design territory structure and segmentation. Youll bring the analytical frame and the recommendation and ultimately drive alignment with sales leadership Finance and the Head of GTM S&O.
Act as a strategic thought partner to segment the go-to partner to our sales VPs when they need to think through a hard problem pressure-test an assumption or build the case for a resource ask. Youll structure the thinking run the analysis and present with confidence to senior stakeholders.
Drive GTM cadence and accountability: Run the operating rhythm owning pipeline reviews forecast calls QBRs and leadership syncs. Youll push velocity track outcomes and ensure every meeting drives impact.
Lead cross-functional execution: Work across Sales Marketing CS Product and Finance to drive strategic initiatives forward. Youll surface where handoffs break down drive resolution and ensure your segment has what it needs to hit its number.
Build with data: Use SQL spreadsheets and BI tools to structure analysis validate assumptions and surface insights that improve execution. Own the reporting and performance visibility for your segment including any exec-facing materials tied to your business unit.

Qualifications

12 years of experience in GTM strategy sales operations revenue operations management consulting or a high-performance investing or finance environment.
Demonstrated experience acting as an embedded operator or business partner for a sales segment or GTM business unit.
Experience owning a GTM planning cycle end-to-end: quota design territory carving headcount modeling and in-year re-forecasting.
Fluent in SQL and Excel/Sheets. You can build models and run analyses without needing a data team to unblock you.
Hands-on experience with GTM systems such as Salesforce Gong Outreach. You understand the data structures well enough to diagnose problems and work around limitations.
Excellent written and verbal communication. You can structure thinking clearly write concise memos and present to executives with confidence.
High bias for action. You move fast think in tradeoffs and find a way forward when others see blockers.
Experience as a player-coach. Youve led ICs held people accountable for output and remained deeply in the work yourself.
A builders mentality. Youre energized by greenfield work not just optimizing existing infrastructure. Youve built operational muscle for a business unit that didnt have it before.
A collaborative mindset. Youre opinionated but open to all perspectives and you know how to drive alignment across stakeholders

Director GTM Strategy & Operations PostedWe are a Tech Startup disrupting & transforming a $49B industry. We are in hyper-growth looking for a Director GTM Strategy & Operations to join the team. We have a global vision for our AI-product and we are expanding to support our growth. (We have grown 3X...

Own GTM planning for your annual and in-year planning cycles: headcount and capacity modeling quota design territory structure and segmentation. Youll bring the analytical frame and the recommendation and ultimately drive alignment with sales leadership Finance and the Head of GTM S&O.
Act as a strategic thought partner to segment the go-to partner to our sales VPs when they need to think through a hard problem pressure-test an assumption or build the case for a resource ask. Youll structure the thinking run the analysis and present with confidence to senior stakeholders.
Drive GTM cadence and accountability: Run the operating rhythm owning pipeline reviews forecast calls QBRs and leadership syncs. Youll push velocity track outcomes and ensure every meeting drives impact.
Lead cross-functional execution: Work across Sales Marketing CS Product and Finance to drive strategic initiatives forward. Youll surface where handoffs break down drive resolution and ensure your segment has what it needs to hit its number.
Build with data: Use SQL spreadsheets and BI tools to structure analysis validate assumptions and surface insights that improve execution. Own the reporting and performance visibility for your segment including any exec-facing materials tied to your business unit.

Qualifications

12 years of experience in GTM strategy sales operations revenue operations management consulting or a high-performance investing or finance environment.
Demonstrated experience acting as an embedded operator or business partner for a sales segment or GTM business unit.
Experience owning a GTM planning cycle end-to-end: quota design territory carving headcount modeling and in-year re-forecasting.
Fluent in SQL and Excel/Sheets. You can build models and run analyses without needing a data team to unblock you.
Hands-on experience with GTM systems such as Salesforce Gong Outreach. You understand the data structures well enough to diagnose problems and work around limitations.
Excellent written and verbal communication. You can structure thinking clearly write concise memos and present to executives with confidence.
High bias for action. You move fast think in tradeoffs and find a way forward when others see blockers.
Experience as a player-coach. Youve led ICs held people accountable for output and remained deeply in the work yourself.
A builders mentality. Youre energized by greenfield work not just optimizing existing infrastructure. Youve built operational muscle for a business unit that didnt have it before.
A collaborative mindset. Youre opinionated but open to all perspectives and you know how to drive alignment across stakeholders