Head of GTM Ops

The role

The Head of GTM Ops will own Sales Ops and CS Ops at Braintrust. You will partner with Sales and CS leaders to analyze pipeline, conversion, productivity, and retention while managing billing and system improvements.

What you will do

• Partner with Sales and CS leaders on business decisions and coverage structure.
• Analyze pipeline, conversion, sales productivity, customer usage, retention, and expansion.
• Build models and take recommendations through execution.
• Own the GTM handoff from signed contract to billing.
• Work with Billing and Finance to resolve gaps between contracts, Salesforce, and billing records.
• Provide visibility into usage against customer commitments and upcoming charges.
• Define business requirements and priorities for Salesforce, CPQ, and CS workflows.
• Make new products and pricing changes ready for the field.
• Partner with GTM Engineering on product management work for internal agents.
• Test agents with Sales and CS and provide actionable feedback.

Required qualifications

• Owned Sales Ops or Revenue Ops at a growing B2B software company.
• Worked deeply with CS.
• Understand enterprise selling, customer onboarding, adoption, renewals, and expansion.
• Highly analytical.
• Can take an ambiguous question, work through data, build a model, and explain business actions.
• Can move between a planning model, a complicated deal, and the details of a broken process.
• AI pilled and use agents in your own work.
• Bring good product judgment to operations.
• Understand usage-based business models and their impact on pricing and billing.
• Comfortable in Salesforce, spreadsheets, and the details of a quote or contract.
• Worked with CPQ, forecasting, and commercial approval workflows.

Benefits

• Medical, dental, and vision insurance
• Daily lunch, snacks, and beverages
• Flexible time off
• Competitive salary and equity
• Wifi & cellphone stipend

About the company

Braintrust is the agent observability platform. It gives teams visibility to understand how agents behave in production and the tools to improve them.