Head of GTM Operations
Core
Design, implement, and measure the end-to-end customer journey (acquisition through renewal) across PLG and SLG motions, acting as a business partner to senior leaders to drive GTM transformation.
Role type
Head of GTM Operations (Senior Leadership)
Builds
Operational infrastructure for Sales, Partner, Professional Services, and Customer Success functions within a B2B SaaS AI workspace.
Domain
B2B SaaS, Go-to-Market Operations, AI Workspace
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
Revenue Operations, GTM Operations, Team Leadership (managing managers), Multi-functional GTM expertise (Sales/Partner/CS/PS Ops), B2B SaaS GTM model fluency
Preferred skills
PLG or hybrid PLG+SLG environment experience, Partner/Channel ecosystem scaling, Professional Services background, International GTM operations, Core GTM tooling (Salesforce, Gainsight, Clari, Gong)
Technologies
Salesforce, Gainsight, Clari, Gong
Responsibilities
Design and refine end-to-end customer journey processes and playbooks; Lead managers and ICs across Sales, Partner, PS, and CS Ops; Oversee sales planning, territory design, and quota setting; Build and scale partner ecosystem operational infrastructure; Oversee PS capacity planning and billing coordination; Own CS infrastructure including health scoring and renewal forecasting; Define and report on GTM operational metrics; Serve as operational partner to Enablement, Workflows, and Strategy teams
Seniority
Senior, hands-on IC with management layer
