Director, GTM Strategy & Revenue Operations

ServiceTrade

31d•Remote

About The Position

At ServiceTrade, you’ll build technology that matters — for your career, your team, and the thousands of commercial contractors who rely on our platform every day. We’re on a mission to partner with commercial trades to deliver technology that enhances technician productivity, improves customer experiences, and drives scalable growth. We’re looking for a Director, GTM Strategy & Operations who’s excited to make an impact. In this role, you will be responsible for leading a team charged with designing, building, and continuously improving the systems, data, and processes that execute the operational framework powering our revenue engine. The role focuses on four core areas of responsibility: GTM Strategy and Planning; Compensation Design & Governance; Automation and GTM Tech Stack Oversight; and Actionable GTM Insights. On the Revenue Operations team, you’ll have the opportunity to be the strategic architect of our Go-To-Market (GTM) engine by designing the systems, data, and processes that translate big-picture revenue targets into an operational plan that empowers our sellers to win.

Requirements

8+ years in Sales/Revenue Operations: Experience building and growing the Sales Operations/Revenue Operations function in a high-growth B2B SaaS environment.
GTM Expertise: Proven track record in compensation design, quota modeling, and territory management.
SaaS Numeracy: Fluent in SaaS metrics (CARR, churn, LTV, CAC) and forecasting/scenario modeling fundamentals.
Tech Stack Expertise: Strong understanding of GTM Tier I and II tools including APIs, data flows, and architecture best practices.
Data Fluency: Proficient in Google Sheets (QUERY, IMPORTRANGE, connected sheets/BigQuery patterns).
AI Builder: Proven expertise in architecting and deploying AI solutions (e.g., Claude) to drive operational efficiency and solve complex GTM challenges.

Nice To Haves

You have built quota allocation models before and have owned translating financial targets into an operational plan and attribution model.
You are familiar with the annual planning process and you know the levers to review for growth and regularly engage C-Suite and leadership in the key steps necessary for the annual go to market plan.
You understand various sales coverage models and are a strategic partner to the CRO in defining changes to a coverage model.
You have built and managed effective compensation plans, translating key SaaS metrics into incentive structures that are easy to understand and align with business goals.
You have an "AI first" mentality and a strong background in GTM architecture best practices.
You have managed high-performing GTM engineers and administered Tier I tools like Salesforce.
You drive tool adoption with a roadmap focused on optimizing the deal desk, solving sales bottlenecks from quote-to-cash, and consistently reducing seller admin time.
You regularly provide territory-level insights that guide pipeline creation where it’s missing.
You focus on establishing and tracking the critical metrics that matter most for seller productivity.

Responsibilities

Model revenue targets and segment capacity, aligning planning assumptions across all GTM leaders.
Use ICP, whitespace data, and market intelligence to define superior seller territories and precise targeting criteria.
Model seller ramp, productivity, and attrition to accurately forecast staffing needs.
Define the compensation philosophy (e.g., pay-mix) and design role-specific incentive plans that drive desired selling and retention behaviors.
Structure SPIFs and accelerator tiers to align the field with strategic priorities.
Govern the compensation plan approval, exception process, and communicate all changes clearly to the GTM teams.
Collaborate with the AI Acceleration team, Sales, and Marketing to develop the GTM Tech Stack Roadmap.
Proactively ship automations, prompts, plugins, and lightweight agents (primarily in Claude, Gemini, and Notion) to compress recurring work and surface insights faster.
Own the administration and management of the stack (Salesforce, HubSpot Gong, Maxio, Highspot, ChiliPiper, LeanData, UserGems, ZoomInfo, and supporting automation tools) ensuring each is maximized for productivity and efficiency. Work closely with Marketing leadership to ensure best in class administration of HubSpot.
Drive automation for the Quoting and Deal Desk Process to streamline workflows for sellers.
Produce data insights that drive specific territory actions (e.g., targeting accounts by ICP, delivering cross-sell plays, identifying expansion opportunities).
Define the standard reporting cadence, focusing on the critical metrics and high-value selling activities that matter most for productivity.
Own the unified revenue data model in Salesforce that serves as the single source of truth across all GTM teams. Ensure clean, trusted data architecture that fuels accurate reporting, AI-powered workflows, and confident decision-making across Sales, Marketing, and CS
Partner with the CRO to define and govern the forecasting methodology, process, and supporting insights that drive the CRO Sales Cadence.

Benefits

Medical through Cigna, PPO and HDHP options, including a Health Savings Account with company contributions
Dental and Vision through Unum
Flexible Spending Account and Dependant Care Account
Company-paid Life insurance, STD and LTD
Voluntary benefits including Supplemental Life Insurance, Critical Illness, Accident and Pet Insurance
401(k) with up to 3% employer match and NO vesting period
Flexible PTO policy
10 company holidays
Parental Leave
Paid Time Off for Volunteering
Employee Reimbursement Program to use for well-being, technology and/or professional development