GTM Operations Lead

Promise • Oakland, CA

9d • Hybrid

About The Position

Promise modernizes how government agencies and utilities support people in financial difficulty. We build technology that makes it simple for residents to receive benefits, engage with assistance programs, set up flexible payment plans, and stay on track—while helping agencies increase efficiency, recover revenue, and deliver services with dignity. Our mission is to transform public systems so they work better for everyone, especially the most vulnerable.
Our team includes experts from companies like Palantir, Google, Stripe , and esteemed government leaders. We work hard and believe deeply in what we do. We're looking for excellent people to build innovative, resilient technology.
Backed by over $50 million in funding from top investors – such as Reid Hoffman, Howard Schultz, Michael Seibel, Y Combinator, 8VC, The General Partnership, First Round Capital, Kapor Capital, XYZ Ventures, and Bronze Investments – Promise has been recognized as one of Fast Company's "World's Most Innovative Companies of 2022,” “Forbes Next Billion-Dollar Startups 2024,” and Y Combinator’s #1 GovTech startup.
Role Overview
Promise’s Go-To-Market (GTM) team is expanding, and we’re hiring a GTM Ops Lead to build and scale the operational backbone for sales, marketing, customer success, and revenue growth. Reporting to the COO, you will establish the systems, processes, and metrics that enable predictable growth and operational excellence.
You’ll oversee critical areas such as pipeline management, deal qualification, pricing and packaging support, compensation design, renewal/expansion tracking, marketing automation, reporting dashboards, sales enablement and cross-functional handoffs. This role requires a mix of strategic thinking, hands-on execution, and collaboration with GTM, Finance, Product, and Customer Success leaders.
This is a rare opportunity to design and lead the revenue operations function in a high-growth company where your work directly impacts how millions of people access essential services.

Requirements

• 8+ years in revenue operations, GTM operations, or a related function — with direct experience building RevOps from early stage through scale in a B2B SaaS or complex enterprise environment
• Hands-on experience standing up the core systems: CRM, pipeline management, forecasting, Deal Desk, and compensation design — not just inheriting them
• Deep familiarity with enterprise or government sales motions, including long procurement cycles, multi-stakeholder deals, and the nuances of renewals and retention in complex accounts
• Strong command of CRM and GTM tooling — HubSpot, Salesforce, or equivalent — and the ability to evaluate, implement, and improve the tool stack as needs evolve
• Analytical rigor: you can define the right metrics, build the dashboards to track them, and translate data into clear narratives for executives and board
• Experience running Deal Desk and RFP processes, ideally in regulated industries or with government buyers
• A collaborator's instinct — you know how to influence without authority and earn trust with Sales, Finance, Product, and CS leaders who all have competing priorities
• Comfort operating in ambiguity: you can structure a problem before all the information is available, and you know when to build something scrappy vs. when to build it to last
• Motivated by the mission — improving how more than 80 million people access benefits and essential services isn't a tagline here, it's the work

Responsibilities

• Stand up the core GTM Ops infrastructure: CRM hygiene, pipeline management, forecasting methodology, and quota coverage — the plumbing that makes everything else possible
• Establish pipeline review cadences and deal qualification frameworks (BANT, MEDDIC, or equivalent) that give leadership real-time visibility and honest forecasting
• Define and maintain ICP segmentation (federal, state, local, utilities) and ensure alignment across GTM functions.
• Partner with leadership on headcount planning, territory design, and resource allocation as we scale into new segments and geographies
• Partner with Finance and GTM leaders on pricing models, ROI frameworks, and packaging decisions that reflect the real economics of public sector deals
• Reduce deal friction and cycle time by creating repeatable playbooks for common deal structures, negotiation scenarios, and procurement requirements
• Implement marketing automation, lead capture, and lead scoring systems that improve funnel efficiency and reduce the handoff gap between marketing and sales
• Help define CS and Account Management motions that are calibrated to the complexity and relationship dynamics of government and utility accounts
• Build and maintain dashboards that give every GTM leader a clear, accurate view of pipeline, bookings, ARR, retention, and funnel health

Benefits

• Equity for All: All full-time employees receive stock options to share in our company’s success.
• 100% Paid Health Coverage: We cover 100% of base medical, dental, and vision insurance plans for employees and their dependents.
• Hybrid Work: We collaborate in office at least three days a week to stay connected and aligned as a team.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed