Director, GTM Strategy & Operations_2026

At-Bay•San Francisco, CA

About The Position

At-Bay is a fast-growth InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity. In this role, you'll help expand our reach and influence in the business and security community, of which we serve 35,000 customers. We are looking for a Director of GTM Strategy & Operations to help define how At-Bay Security grows and build the operating model to make it happen. This person will be a key member of At-Bay Security leadership team, leading GTM strategy, operations, and revenue operations. Historically, this function has played a central role in designing and incubating the GTM motions that have allowed At-Bay Security to win in the market. We want that to continue as we enter our next stage of growth. This role has a broad mandate: determine where and how we grow, design and test new GTM motions, build the planning and operating infrastructure required to scale, and rethink how AI can make our GTM organization more effective. We are looking for someone who can move fluidly between strategy and execution. You should be comfortable developing the executive-level strategy, getting into the underlying data and economics, and then working cross-functionally to turn an idea into reality. The job is not just to recommend a strategy. It is to help build it, test it, and prove that it works.

Requirements

7–12+ years of experience across GTM strategy, business operations, Revenue Operations, strategy consulting, or related roles
Experience operating in a high-growth B2B technology company, ideally SaaS, cybersecurity, or another complex GTM environment
A strong understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economics
Strong analytical and financial modeling skills, with the ability to turn complex data into clear business decisions
Experience designing, testing, and scaling new GTM motions or growth initiatives
Experience leading annual planning, forecasting, territory design, quota setting, capacity planning, and other core GTM operating processes
Strong working knowledge of AI and a point of view on how it will change the way modern GTM organizations operate
Strong cross-functional leadership skills and the ability to influence across Sales, Marketing, Product, Finance, Security, and executive leadership
The ability to move comfortably between executive-level strategy and the underlying operational details required to make it work
Good judgment, intellectual curiosity, and a bias toward simple, practical solutions that drive measurable results

Responsibilities

Define where and how At-Bay Security grows, translating company strategy into clear GTM priorities and executable plans
Develop market segmentation, customer targeting, distribution, channel, and coverage strategies
Identify and evaluate new customer segments, channels, partnerships, and other growth opportunities
Build business cases, financial models, and analytical frameworks that inform major GTM decisions
Design new GTM motions across Sales, Marketing, Partnerships, Distribution, and expansion
Take new GTM motions from hypothesis through testing, validation, and operationalization
Define the economics, operating model, milestones, and success metrics for new initiatives
Build closed-loop measurement to understand what is working, what is not, and where we should invest further
Determine when an initiative is ready to scale, needs to change, or should be stopped
Lead high-impact strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams
Build the operating discipline and business visibility required to scale
Lead annual and quarterly GTM planning, translating growth objectives into capacity, pipeline, bookings, and revenue plans
Own and continuously improve capacity, productivity, pipeline, bookings, and revenue models
Build forecasting processes that give leadership a clear view of performance, risks, opportunities, and revenue predictability
Define the leading and lagging KPIs used to measure GTM performance and build the dashboards and reporting needed to run the business
Own key GTM operating cadences, including forecasting, pipeline reviews, business reviews, and quarterly planning
Identify the underlying drivers of performance and partner with functional leaders to address gaps and improve execution
Present to senior leadership on GTM performance, strategic priorities, and analytical deep dives
Translate GTM strategy into a scalable operating model across the customer lifecycle
Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures
Partner closely with Sales, Marketing, Finance, and other leaders to ensure GTM resources are deployed against the highest-impact opportunities
Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention
Build the operational infrastructure required to launch, test, and scale new GTM motions
Identify bottlenecks across the GTM organization and lead cross-functional initiatives to solve them
Establish clear ownership, processes, and success metrics for major GTM initiatives
Add rigor where it improves performance without adding unnecessary process or complexity
Own the GTM infrastructure and define how At-Bay Security uses technology and AI to operate more effectively
Drive the strategy and effective use of the broader GTM technology stack, including CRM governance, data quality, reporting, and tooling
Build scalable Revenue Operations processes and infrastructure that improve visibility, execution, and decision-making
Own the roadmap for how AI is used across Sales, Marketing, and Revenue Operations
Identify, prioritize, and implement high-value AI use cases across prospecting, research, outreach, pipeline management, enablement, forecasting, and analytics
Partner with GTM leaders to redesign workflows and operating processes around new AI capabilities
Measure the impact of AI and automation initiatives and prioritize investments based on measurable business outcomes
Look beyond automating existing work to identify entirely new GTM approaches made possible by AI