GTM Strategy & Ops Lead

SF Bay Area. Posted 3 months ago

The role

The GTM Strategy & Ops Lead will shape growth and own the commercial foundation for Arena Intelligence. You will work with founders, GTM leadership, and finance on pipeline, forecasting, pricing, and packaging. You will also manage the infrastructure for reporting, deal structuring, and quote-to-cash processes.

What you will do

Run the go-to-market operating cadence including pipeline reviews and forecast discipline.
Define and build pipeline and usage reporting for GTM and finance.
Act as the operational partner to the sales team through analysis and process support.
Set pricing and packaging strategy and carry it through to execution.
Develop the go-to-market approach for new segments.
Run the deal desk and structure large commercial agreements.
Own quote-to-cash from order form through metering and billing accuracy.
Partner with product and engineering to ensure new SKUs are correctly represented in systems.

Required qualifications

6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting.
Experience at a high-growth technology company selling to enterprises.
Experience running go-to-market operating rhythms.
Direct experience with pricing and packaging decisions.
Fluency in consumption or usage-based revenue models.
Track record of structuring ambiguous commercial problems and large non-standard agreements.
Working knowledge of quote-to-cash mechanics.
Comfort pulling your own data using SQL or a BI tool.
Fluent with AI and vibe coding in your daily workflow.
Strong written and verbal communication.
High ownership and sound instincts about when a process is worth building.

Benefits

Competitive compensation aligned to the markets where team members are based.
Comprehensive health and wellness benefits, including medical, dental, and vision.
Additional support programs.
Opportunity to work on cutting-edge AI with a small, mission-driven team.
A culture that values transparency, trust, and community impact.

About the company

Arena is a platform for evaluating how AI models perform in the real world. Founded by researchers from UC Berkeley's SkyLab, the company builds the foundation for understanding and shaping AI.