Head of GTM Operations

Heidi•San Francisco, CA

3d•Remote

About The Position

Heidi is seeking a senior leader to build and own the Go-To-Market (GTM) operational backbone for its rapidly scaling AI Care Partner products. The company has achieved product-market fit and is expanding globally, necessitating a robust operational foundation to support its growth. This role is crucial for establishing a scalable GTM engine, moving beyond temporary solutions to build a sustainable operational structure. The Head of GTM Operations will be responsible for the GTM platform, commercial ontology, and operational metrics, ensuring global consistency while allowing for regional configuration. This position requires a leader who can define and govern data models, manage critical GTM systems, optimize pipeline and funnel management, establish revenue operations, ensure reliable GTM reporting and analytics, and maintain high standards for architecture and reliability within the GTM technology stack.

Requirements

Experience owning GTM Ops, RevOps or revenue systems at a globally distributed company with multi-product growth.
Scaled, not just maintained, a GTM ops function at a SaaS company between $50M and $200M ARR.
Hands-on fluency with HubSpot (or Salesforce), Segment, Braze, SQL, dbt, and warehouse pipelines.
Track record of hiring and developing GTM Ops talent.
Passion for AI, shown through hands-on building, prototyping, or side projects.
Default to building over requesting.
Confident in thinking and open to being wrong.

Responsibilities

Define and own the global customer data model, ensuring consistent representation of customer data across product events, contracts, billing, tier, region, and ICP segments.
Lock down core, globally consistent fields and define attributes that regions can configure locally.
Govern field creation through a clear request-and-review process.
Own HubSpot administration across CRM, Marketing Hub, and Sales Hub.
Own Segment, Braze, and GTM-facing dbt models and pipelines.
Build and maintain integrations with product usage data, finance/billing systems, and partner platforms.
Lead build-vs-buy decisions for new tooling and manage vendors for the GTM Ops stack.
Define and maintain canonical funnel stages and their entry/exit criteria.
Instrument and publish stage-to-stage conversion rates.
Set and enforce pipeline hygiene standards.
Own the sales velocity model and its underlying metrics.
Run a structured win/loss program to capture insights and feed them back into product, marketing, and enablement.
Stand up and run the deal desk, codifying discount governance and approval thresholds.
Roll out and reinforce a common sales methodology.
Build systems and tooling for onboarding and enablement in partnership with regional enablement leads.
Establish and maintain a single source of truth for revenue metrics.
Build board-ready GTM dashboards.
Own the data and reporting infrastructure for business reviews (WBR/MBR/QBR).
Deliver self-serve analytics for sales, marketing, and CS leaders.
Define integration patterns for the GTM stack.
Set and publish service-level objectives for revenue-critical systems.
Own the on-call rotation and incident response for GTM-platform issues.
Maintain architecture decision records (ADRs).