Head of GTM Operations

Notion•San Francisco, CA

3d•Onsite

About The Position

This role will design, implement, and measure the customer journey (including sales and post-sales) across both our PLG and SLG motions, and act as a business partner to senior leaders. They will manage some of the most complex cross-functional work streams across GTM and drive transformational change to innovate our GTM motion.

Requirements

You don’t need to be an AI expert, but you’re curious and willing to adopt AI tools to work smarter and deliver better results.
10+ years of experience in Revenue Operations, GTM Operations, or a closely related field, with at least 3+ years leading teams
Experience managing managers — you’ve built and led multi-tiered teams and know how to set up a management layer for success
Broad functional expertise across multiple sub-functions: Sales Ops, Partner Ops, CS Ops, or Professional Services Ops
Deep fluency in the B2B SaaS GTM model, including pipeline management, renewal forecasting, partner ecosystems, and post-sale operations

Nice To Haves

Experience in a PLG or hybrid PLG + sales-led go-to-market environment
Prior experience supporting a partner or channel ecosystem at scale
Background working with or in Professional Services or implementation-focused teams
Experience supporting international GTM operations across multiple regions
Hands-on experience with core GTM tooling (Salesforce, Gainsight, Clari, Gong, or equivalents)

Responsibilities

Own the end-to-end customer journey from acquisition through renewal. Design and refine the processes, playbooks, and handoffs across all GTM motion types (self-serve, sales-led, partner-led), and align cross-functional leaders on key touchpoints and quality standards.
Lead managers and ICs across Sales Ops, Partner Ops, PS Ops, and CS Ops. Set clear priorities and performance expectations, build a culture of accountability and continuous improvement, and coach managers to develop their own leadership capabilities.
Oversee sales planning, territory design, quota setting, and capacity modeling. Ensure pipeline health, forecasting accuracy, and deal governance while driving adoption of sales processes and tooling.
Build and scale operational infrastructure for the partner ecosystem — onboarding, performance tracking, co-sell coordination, and partner-to-sales handoffs — with clear playbooks and health metrics.
Oversee PS capacity planning, project intake, utilization tracking, and billing coordination. Partner with PS leadership on scalable delivery models and define metrics that reflect delivery quality and customer outcomes.
Own CS infrastructure: health scoring, renewal forecasting, QBR frameworks, and CS-to-Sales handoffs. Develop segment-calibrated playbooks and ensure tooling and workflows support proactive customer engagement.
Define and report on GTM operational metrics (win rates, pipeline velocity, NRR, PS utilization, partner-sourced revenue, etc.). Drive regular operational reviews and surface actionable insights across all sub-functions.
Serve as the primary operational partner to GTM Enablement, Workflows & Technology, and Strategy & Analytics — translating operational needs into systems, ensuring process adoption, and contributing to annual planning and GTM strategy.