Head of GTM Operations

Promise • San Francisco, CA

99d

About The Position

Promise’s Go-To-Market (GTM) team is expanding, and we’re hiring a GTM Operations 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 of experience in revenue operations, GTM operations, or related roles in B2B SaaS or regulated industries.
• Proven success building GTM Ops functions from early stage through scale, including systems, processes, and metrics.
• Deep understanding of sales, marketing, and CS motions, including deal qualification, pipeline coverage, renewals, and retention.
• Expertise with CRM and GTM tooling (HubSpot, Salesforce, marketing automation, reporting tools).
• Strong analytical skills; able to define and track core metrics (bookings, ARR, retention, CAC, efficiency).
• Experience running Deal Desk and RFP processes.
• Comfortable collaborating with executives and cross-functional teams, from Finance to Product.
• Strong communication skills — able to distill complexity into clear narratives for executives, board, and frontline teams.
• Thrives in an early-stage, fast-changing environment with a willingness to iterate quickly.
• Motivated by Promise’s mission to improve how more than 80 million people access benefits and essential services.

Responsibilities

• Own GTM operations across the full customer lifecycle, from demand generation to renewals and expansion.
• Define and maintain ICP segmentation (federal, state, local, utilities) and ensure alignment across GTM functions.
• Establish and lead pipeline review, including deal qualification frameworks (BANT, MEDDIC, etc.), forecasting methodology, data hygiene, and pipeline / quota coverage.
• Stand up a Deal Desk function for strategy, approvals, and RFP responses. Partner with Finance, Product, and GTM leaders on pricing and ROI models as needed.
• Partner with Finance and leadership to design compensation plans aligned to company goals.
• Define and operationalize sales → delivery handoffs to ensure seamless customer onboarding.
• Support definition of CS/AM models and track renewals, expansions, gross/net retention.
• Implement marketing automation, lead capture, and scoring systems to improve funnel efficiency.
• Build and maintain reporting dashboards across bookings, revenue, ARR, retention, and funnel health.
• Partner with leadership on org planning and resource allocation for 2026 and beyond.
• Facilitate cross-functional alignment between Sales, Marketing, Product, and CS, and provide board-ready reporting on GTM performance.

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