Head of Go-to-Market Operations

Very Big Things

3d•Remote

About The Position

VBT has a documented go-to-market strategy, a set of committed bets, and a senior team with deep relationships and real deal flow. What it needs is an operator: the person who turns strategy into a weekly operating rhythm and keeps it running at full pressure. You will own the go-to-market operating system end-to-end: the cadence, the scorecard, the pipeline hygiene, and the execution of each bet, working with the team members who own relationships and revenue. The CEO currently carries much of this. Your job is to take it off his plate and build a machine that no longer depends on him to keep it running. Success looks like: bets executed on cadence, a dashboard the whole team trusts, and a steady, measurable flow of qualified conversations that become revenue-generating client relationships. To be successful in this role, you need a bias for action. Ideas are not the constraint; consistent execution is. You should be energized by turning a plan into owners, dates, fields and dashboards, then relentlessly making sure all of it gets done with autonomy and agency. This starts as a highly hands-on operating role, but the mandate is bigger than maintaining the current system. As VBT grows, you will help build and ultimately lead the GTM operations function around it.

Requirements

6–8+ years in revenue operations, GTM operations, or growth/business operations for a B2B services, consultancy, or agency business, ideally one selling complex work into mid-market and enterprise clients. Exceptional candidates with less traditional experience but a strong track record of operating at this level are welcome.
Proven experience running an operating cadence for a revenue team: pipeline reviews, scorecards, and QBR-style reporting that leadership actually used.
Experience running partner or consultant channels to generate pipeline.
Hands-on HubSpot fluency, or equivalent CRM experience at an admin level: fields, workflows, sequences, attribution, dashboards.
Experience working directly with a founder or CEO: comfortable taking a system off their plate, disagreeing constructively, and holding senior colleagues to commitments without owning them hierarchically.
An operator’s temperament: organized, persistent, detail-oriented, and allergic to loose ends. You’d rather close eight loops than open eight new ones.
Genuine curiosity about AI and the ability to learn quickly. You do not need to arrive as an expert in enterprise AI transformation, but you should be interested enough in the space to become fluent over time and eventually speak credibly about what we do and why it matters.
An AI-native approach to your own work: actively looking for ways to use AI and automation to improve research, reporting, follow-up, analysis, and GTM execution.
Comfort with a small, fast, remote-first team where the playbook exists but the machine is still being assembled.

Responsibilities

Run the GTM operating rhythm: own the weekly go-to-market meeting, deal reviews, and a scorecard review cadence that drives decisions.
Own the scorecard: define and track the leading indicators for every live bet, including qualified conversations, second meetings inside 14 days, partner-sourced briefs, room and event outcomes, and make HubSpot the single source of truth the team actually trusts.
Operationalize the bets: for each committed motion, including relationship re-engagement, partner and reseller enablement, executive events, consultant strategy, and demand generation marketing, ensure there is an owner, a backup, next actions with dates, and follow-up sequences that run to completion. Seven or eight touches, not one.
Own the executive event production line: including vendor management for audience generation and syndication, pre-booked 1:1 meeting management, and post-event follow-up outreach.
Run the consultant channel operating system: own briefing materials, touch cadence, brief intake and attribution. Senior leadership owns the relationships; this role makes sure the channel actually operates.
Manage the partner operating cadence: keep relationships with ServiceNow, AWS, resellers, and other strategic partners moving through enablement materials, deal registration, standing presence at partner sales meetings, certification and program requirements, and consistent follow-through.
Run trigger intelligence: maintain the account list and the signals that time our outreach, including new executive mandates, stalled AI pilots, funding and regulatory events, and turn them into a weekly call order for the revenue team.
Own GTM tooling and data hygiene: required fields, source attribution from day one, meeting grading, workflows, automation, and the reporting the CEO and leadership team use to run the business.
Build the GTM operations function as VBT scales: determine where internal hires, agencies, fractional resources, technology, and automation are needed, and ultimately manage the people and resources responsible for running the system.
Coordinate marketing execution: manage the fractional, agency, and internal resources behind our media, content, and events programs and connect their output to pipeline. Support case study content production and award programs.
Prepare the weekly leadership view: what’s working, what’s stalled, what gets cut, and what should change. Bring a recommendation, not just a report.