GTM Strategy & Operations Lead

About the role

Location: New York City (Hybrid).  In-office at least three days per week (Tues, Wed, & Thurs)

Compensation: $155,000 - $175,000 Total On Target Earnings (base + variable) + equity + benefits (This range is reflective of level of contribution. Candidates who fully match what we’re looking for in this role will be at the top of the range.)

We are looking for a GTM Strategy & Operations Lead to help improve the effectiveness, productivity, and scalability of our Sales and Customer Success organizations.

Reporting to the VP of Revenue Strategy & Operations, you will work closely with leaders across New Logo Sales, Strategic Accounts, Expansion, and Customer Success to translate commercial priorities into actionable insights, repeatable processes, and measurable business outcomes.

You will play an important role in understanding what drives revenue performance, identifying opportunities to improve execution, and equipping GTM leaders with the data and tools needed to make better decisions.

We are looking for someone who can independently structure complex business problems, build rigorous analyses, develop recommendations, and partner with cross-functional teams to implement solutions.

The ideal candidate combines strong analytical capabilities with commercial judgment, intellectual curiosity, and a bias toward action.

What You'll Do:

1. GTM Performance & Revenue Intelligence:

Develop actionable insights into the performance of our Sales and Customer Success organizations, helping leadership understand what's working, where execution is falling short, and where intervention is needed.

• Build and improve CRO, sales leadership, and frontline manager dashboards to provide visibility into pipeline, revenue attainment, sales productivity, conversion, and customer performance
• Analyze leading and lagging performance indicators across new-logo acquisition, strategic accounts, expansion, and renewals
• Identify trends in opportunity creation, pipeline coverage, sales velocity, stage conversion, deal size, and forecast accuracy
• Develop proactive reporting, automated alerts, and performance signals to identify risks and opportunities before they affect revenue outcomes
• Partner with Sales and CS leaders to translate findings into concrete actions that improve execution and accountability

2. Sales & Customer Success Effectiveness:

Partner with customer-facing leaders to improve commercial performance across the customer lifecycle, from initial engagement and acquisition through adoption, expansion, and renewal.

• Analyze sales performance by team, segment, product, use case, territory, and individual contributor to identify opportunities for improvement
• Evaluate funnel performance and conversion patterns, identifying bottlenecks in qualification, pipeline progression, and deal execution
• Develop win/loss analyses to understand the impact of competitive positioning, pricing, product fit, customer needs, and sales execution
• Combine CRM, customer engagement, and product-usage data to identify adoption trends, expansion opportunities, and churn risks
• Support the development and measurement of scalable sales and customer-success motions, including account planning, land-and-expand strategies, trial conversion, and renewal management
• Partner with Enablement and Sales leadership to identify best practices and measure the impact of changes to frontline behavior

3. GTM Planning, Segmentation & Coverage Analytics:

Support RevOps leadership with the analysis and modeling required to improve resource allocation, account prioritization, and revenue planning.

• Develop and maintain bottoms-up capacity, ramp, productivity, and pipeline models to support quarterly and annual planning
• Analyze account and territory performance to identify coverage gaps, whitespace opportunities, and resource-allocation inefficiencies
• Support the development and ongoing refinement of ideal customer profiles, market segmentation, account scoring, and account prioritization models
• Evaluate performance across customer segments, including hedge funds, asset managers, investment banks, and other institutional financial-services firms
• Support quota-setting, territory assignment, and headcount planning through rigorous analysis and scenario modeling
• Measure the effectiveness of coverage strategies and recommend adjustments based on commercial performance and market opportunity

4. GTM Operating Cadence & Executive Decision Support:

Help operationalize a consistent, data-driven management cadence across the Revenue organization.

• Support weekly performance reviews, monthly business reviews, quarterly planning, and annual planning processes
• Prepare executive-ready analyses, business reviews, and recommendations for the CRO and Revenue leadership team
• Identify performance gaps, quantify potential impact, and work with functional leaders to develop actionable improvement plans
• Track the effectiveness of key GTM initiatives and provide visibility into progress, risks, and measurable outcomes
• Partner with RevOps, Finance, Marketing, Product, and Enablement to ensure commercial priorities translate into coordinated execution

5. Operational Excellence & Process Improvement:

Identify opportunities to improve the processes, systems, and workflows that support a rapidly scaling GTM organization.

• Evaluate operational bottlenecks across opportunity management, forecasting, account ownership, pipeline inspection, and customer lifecycle management
• Partner with RevOps systems and operations resources to improve Salesforce data quality, reporting consistency, and process adoption
• Identify opportunities to automate repetitive workflows, reduce administrative burden, and improve the quality and accessibility of commercial insights
• Help establish scalable reporting and performance-management practices that improve consistency across teams and geographies
• Measure the business impact of operational changes and continuously refine processes based on results

Who You Are:

• 5-7 years of relevant experience in GTM Strategy & Operations, Sales Strategy, Revenue Operations, management consulting, or another highly analytical commercial role
• Experience working closely with enterprise B2B Sales organizations, with a strong understanding of pipeline management, sales productivity, forecasting, and revenue performance
• Strong analytical and problem-solving capabilities, with demonstrated experience turning complex datasets into actionable business recommendations
• Experience building financial or operational models, including capacity planning, productivity analysis, territory design, segmentation, or revenue forecasting
• Strong working knowledge of Salesforce and experience with modern analytics, business intelligence, and reporting tools
• Comfort working with data across CRM, finance, and customer or product-usage systems
• Strong business judgment and the ability to distinguish meaningful commercial signals from noise
• Ability to influence Sales and Customer Success stakeholders without direct authority, translating analysis into changes in execution
• Excellent communication skills, including the ability to present complex findings clearly and concisely to senior leadership
• Comfortable operating in a fast-paced, high-growth environment with evolving processes, priorities, and systems
• A high degree of ownership, intellectual curiosity, attention to detail, and willingness to challenge assumptions

Preferred Experience: