Head of GTM Strategy & Operations, Enterprise
scaleai
9 months ago
Full-time
On-site
San Francisco, CA
$275,200 - $336,700 USD yearly
Operations
Moneyboard classification: Published range reaches threshold
Reported USD annual base: $275,200–$336,700
Original source: Greenhouse
Head of Enterprise GTM Strategy & Operations
Reports to VP, Enterprise Sales · SF or NY
Reporting to the VP of Enterprise Sales, this role owns both halves of Scale AI’s enterprise revenue engine: the strategy that determines where we play and how we win, and the operating system - people, process, and systems - that makes that strategy executable, measurable, and repeatable.
On the strategy side, you set the analytical foundation for enterprise growth: segment and account prioritization, coverage and territory design, pricing and packaging inputs, and the diagnostic work that explains why the funnel behaves the way it does. On the operations side, you own the RevOps stack, forecasting, compensation design, sales enablement, and the operating cadences that convert strategy into predictable quarterly execution. The ideal candidate is equally comfortable building a segmentation model from a blank page and running a Monday morning pipeline review.
You will lead an established team, with the Head of Sales Enablement and the RevOps Manager as direct reports. Your first job is to raise the ceiling on what that team delivers: sharper analysis, tighter operating rhythm, and enablement that measurably shortens ramp and lifts win rates.
This is a senior, highly visible role partnering with Enterprise Sales leadership, Finance, Marketing, Product, and Solutions Engineering, with regular exposure to the executive team and board materials.
STRATEGY
Define which segments, industries, and accounts Scale prioritizes, and build the analytical case behind those choices
Build and maintain the market sizing, segmentation, and account-tiering models that drive coverage decisions and investment trade-offs
Lead hypothesis-driven analyses of the enterprise funnel - win/loss patterns, conversion drivers, deal economics, coverage gaps - and translate findings into specific changes to how we sell
Partner with Finance and Product on pricing, packaging, and deal-structure strategy for enterprise agreements
Own the route-to-market point of view: direct vs. partner, land-and-expand mechanics, and where new capacity or capability is needed
Build the strategic narrative and executive materials behind annual planning, board reporting, and major GTM investment decisions
Serve as a strategic thought partner to Enterprise Sales leaders, bringing an independent, well-argued view on how accounts should be covered and engaged
OPERATIONS & ENABLEMENT
Own and evolve the enterprise GTM operating model: account engagement strategy, funnel design, and sales execution standards
Direct the RevOps systems stack (CRM, forecasting, reporting, planning tools) through the RevOps Manager, and hold the bar on data integrity and operational discipline
Define and operationalize core GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity, with executive dashboards to match
Run the sales operating cadence: pipeline reviews, forecast calls, QBRs, and performance reviews
Set the enablement agenda with the Head of Sales Enablement - onboarding and ramp, ongoing skill development, and the playbooks and certification that turn GTM strategy into consistent field execution
Tie enablement investment to outcomes, measuring impact on ramp time, win rate, and deal quality rather than activity or completion
Partner with Sales Leadership and Finance on enterprise compensation plan design, quota governance, and attainment reporting
Lead annual and quarterly planning, including territory design, capacity modeling, headcount planning, and quota setting
Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution
LEADERSHIP
Lead, develop, and retain an established team spanning sales enablement and revenue operations
Set clear priorities and standards for a team whose work is consumed by the entire enterprise sales organization
Grow the function as the enterprise business scales, making the call on where added capacity creates the most leverage
WHAT WE'RE LOOKING FOR
8–12+ years spanning GTM strategy and revenue operations - for example, a foundation in strategy consulting, corporate strategy, or investing paired with in-house GTM Strategy, RevOps, or Sales Ops ownership at a high-growth company
Experience managing and developing a team, including managing other managers or senior functional leads
Proven ability to frame an ambiguous question, build the analytical approach, and drive to a defensible recommendation on incomplete data
Quantitative depth across segmentation, market sizing, unit economics, and capacity and quota models, with the judgment to know which analysis will actually change a decision
A track record of recommendations that were implemented and measured, not just presented
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 what good sales enablement looks like, and a view on how to measure whether it is working
Executive communication that holds up in front of a CRO, CFO, or board, and the ability to influence senior sales leaders without direct authority
Strong command of the GTM stack (e.g., Salesforce, Clari, planning and reporting tools) and fluency in SQL or equivalent for independent analysis
The range to operate at strategic altitude and in the details, and to move fluidly between the two
Technical curiosity or experience alongside technical products; familiarity with AI, ML, or data platforms is a plus
Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview pro
Reported USD annual base: $275,200–$336,700
Original source: Greenhouse
Head of Enterprise GTM Strategy & Operations
Reports to VP, Enterprise Sales · SF or NY
Reporting to the VP of Enterprise Sales, this role owns both halves of Scale AI’s enterprise revenue engine: the strategy that determines where we play and how we win, and the operating system - people, process, and systems - that makes that strategy executable, measurable, and repeatable.
On the strategy side, you set the analytical foundation for enterprise growth: segment and account prioritization, coverage and territory design, pricing and packaging inputs, and the diagnostic work that explains why the funnel behaves the way it does. On the operations side, you own the RevOps stack, forecasting, compensation design, sales enablement, and the operating cadences that convert strategy into predictable quarterly execution. The ideal candidate is equally comfortable building a segmentation model from a blank page and running a Monday morning pipeline review.
You will lead an established team, with the Head of Sales Enablement and the RevOps Manager as direct reports. Your first job is to raise the ceiling on what that team delivers: sharper analysis, tighter operating rhythm, and enablement that measurably shortens ramp and lifts win rates.
This is a senior, highly visible role partnering with Enterprise Sales leadership, Finance, Marketing, Product, and Solutions Engineering, with regular exposure to the executive team and board materials.
STRATEGY
Define which segments, industries, and accounts Scale prioritizes, and build the analytical case behind those choices
Build and maintain the market sizing, segmentation, and account-tiering models that drive coverage decisions and investment trade-offs
Lead hypothesis-driven analyses of the enterprise funnel - win/loss patterns, conversion drivers, deal economics, coverage gaps - and translate findings into specific changes to how we sell
Partner with Finance and Product on pricing, packaging, and deal-structure strategy for enterprise agreements
Own the route-to-market point of view: direct vs. partner, land-and-expand mechanics, and where new capacity or capability is needed
Build the strategic narrative and executive materials behind annual planning, board reporting, and major GTM investment decisions
Serve as a strategic thought partner to Enterprise Sales leaders, bringing an independent, well-argued view on how accounts should be covered and engaged
OPERATIONS & ENABLEMENT
Own and evolve the enterprise GTM operating model: account engagement strategy, funnel design, and sales execution standards
Direct the RevOps systems stack (CRM, forecasting, reporting, planning tools) through the RevOps Manager, and hold the bar on data integrity and operational discipline
Define and operationalize core GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity, with executive dashboards to match
Run the sales operating cadence: pipeline reviews, forecast calls, QBRs, and performance reviews
Set the enablement agenda with the Head of Sales Enablement - onboarding and ramp, ongoing skill development, and the playbooks and certification that turn GTM strategy into consistent field execution
Tie enablement investment to outcomes, measuring impact on ramp time, win rate, and deal quality rather than activity or completion
Partner with Sales Leadership and Finance on enterprise compensation plan design, quota governance, and attainment reporting
Lead annual and quarterly planning, including territory design, capacity modeling, headcount planning, and quota setting
Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution
LEADERSHIP
Lead, develop, and retain an established team spanning sales enablement and revenue operations
Set clear priorities and standards for a team whose work is consumed by the entire enterprise sales organization
Grow the function as the enterprise business scales, making the call on where added capacity creates the most leverage
WHAT WE'RE LOOKING FOR
8–12+ years spanning GTM strategy and revenue operations - for example, a foundation in strategy consulting, corporate strategy, or investing paired with in-house GTM Strategy, RevOps, or Sales Ops ownership at a high-growth company
Experience managing and developing a team, including managing other managers or senior functional leads
Proven ability to frame an ambiguous question, build the analytical approach, and drive to a defensible recommendation on incomplete data
Quantitative depth across segmentation, market sizing, unit economics, and capacity and quota models, with the judgment to know which analysis will actually change a decision
A track record of recommendations that were implemented and measured, not just presented
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 what good sales enablement looks like, and a view on how to measure whether it is working
Executive communication that holds up in front of a CRO, CFO, or board, and the ability to influence senior sales leaders without direct authority
Strong command of the GTM stack (e.g., Salesforce, Clari, planning and reporting tools) and fluency in SQL or equivalent for independent analysis
The range to operate at strategic altitude and in the details, and to move fluidly between the two
Technical curiosity or experience alongside technical products; familiarity with AI, ML, or data platforms is a plus
Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview pro