Director of Strategy & Operations

Toloka

3d

About The Position

The Director of Strategy & Operations will be the CSO’s main partner on how Toloka goes to market. The role owns analysis behind major commercial decisions and sees those decisions through to execution. Its focus spans deciding what Toloka sells, to whom, and at what price; launching commercial processes across teams; and providing executives with reliable revenue reporting. The position also advises the CSO on business priorities, resource allocation, and preparation for board and executive discussions.

Success in the first six months includes establishing a single weekly revenue report trusted by the executive team, securing leadership agreement on a clear map of GTM offerings, and launching at least two cross-functional processes that are used by Sales, Delivery, Legal, and Finance.

Requirements

• Several years of experience in Strategy & Operations, BizOps, RevOps, or GTM strategy, ideally in B2B technology with enterprise sales.
• Experience building revenue reporting that executives relied on.
• Experience launching processes across teams that were adopted and sustained.
• Strong quantitative skills and the ability to build models independently.
• A solid understanding of AI and how models are trained and evaluated.
• A quantitative degree in engineering, computer science, mathematics, physics, or a similar field.

Nice To Haves

• Startup or founder experience.
• Background in an AI or data company.

Responsibilities

• Own the strategic view of GTM offerings, including what the company sells, to whom, and at what price.
• Conduct market and competitor research to inform GTM strategy.
• Launch new commercial processes across Sales, Delivery, Legal, and Finance, and ensure teams use them.
• Build and own executive revenue reporting covering bookings, revenue, pipeline, forecast, and margin.
• Run weekly, monthly, and quarterly business reviews with the CSO.
• Prepare the CSO for board and executive discussions and provide constructive pushback when needed.
• Help the CSO decide how to allocate people and budget across deals, offerings, and markets.

What This Job Offers

• Job Type: Full-time
• Career Level: Director