Head of GTM Strategy & Operations, Enterprise

The role

This role owns the enterprise revenue engine by managing GTM strategy and the operating system of people, processes, and systems. You will lead an established team to drive segment prioritization, territory design, forecasting, and sales enablement.

What you will do

• Define prioritized segments, industries, and accounts
• Build market sizing, segmentation, and account-tiering models
• Lead hypothesis-driven analyses of the enterprise funnel
• Partner with Finance and Product on pricing and packaging strategy
• Own the route-to-market point of view
• Build strategic narrative for annual planning and board reporting
• Evolve the enterprise GTM operating model
• Direct the RevOps systems stack
• Define and operationalize core GTM metrics
• Run the sales operating cadence including pipeline reviews and QBRs

Required qualifications

• 8–12+ years spanning GTM strategy and revenue operations
• Experience managing and developing a team, including managing other managers or senior functional leads
• Ability to frame an ambiguous question and drive to a recommendation on incomplete data
• Quantitative depth in segmentation, market sizing, unit economics, and capacity and quota models
• Track record of implemented and measured recommendations
• Experience with complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies
• Hands-on ownership of sales systems, forecasting, and enterprise compensation plans at scale
• Familiarity with sales enablement and how to measure it
• Executive communication skills for CRO, CFO, or board levels
• Strong command of the GTM stack including Salesforce and Clari
• Fluency in SQL or equivalent for independent analysis

Nice to have

• Technical curiosity or experience alongside technical products
• Familiarity with AI, ML, or data platforms

Benefits

• Base salary
• Equity
• Comprehensive health, dental and vision coverage
• Retirement benefits
• Learning and development stipend
• Generous PTO
• Commuter stipend

Before you apply

• 90-day waiting period before reconsidering candidates for the same role

About the company

Scale's mission is to develop reliable AI systems for the world's most important decisions. Their products provide high-quality data and full-stack technologies to power leading models for enterprises and governments.