Head of GTM Strategy & Ops

Clay
New York
Workplace: HybridFull timeFunction: Architecture & Urban PlanningSkills: []

Lead design and optimization of Clay's GTM engine, aligning sales, marketing, and CX with clear accountability. Architect end-to-end GTM rhythms, playbooks, territories, and incentives; drive change management for GTM initiatives; partner with GTM Finance and GTM Engineering; build a high-performing team and influence customer-facing strategy with AI-enabled insights.

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Clay
Clay
5 months ago

Head of GTM Strategy & Ops

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Last checked: 9 hours agoStatus: Live

Job Summary

Lead design and optimization of Clay's GTM engine, aligning sales, marketing, and CX with clear accountability. Architect end-to-end GTM rhythms, playbooks, territories, and incentives; drive change management for GTM initiatives; partner with GTM Finance and GTM Engineering; build a high-performing team and influence customer-facing strategy with AI-enabled insights.
Location: New York
Workplace: Hybrid
Employment Type: Full time
Job Function: Architecture & Urban Planning
Seniority: Sr. Director level

Key Responsibilities

  • •Architect the GTM operating rhythm end-to-end: sit in every forecast call, design inspection and accountability cadences, and close inefficiencies across sales, CX, and marketing. Partner closely with our GTM leadership.
  • •Design GTM process and methodology: design and implement sales process changes, develop playbooks, and create field assets
  • •Define rules of engagement: establish clear swim lanes, design territory assignments, manage deal splits, and refine routing and handoffs
  • •Lead implementation and change management for GTM initiatives, ensuring proper sequencing, communication, and measurement of field adoption
  • •Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high-leverage questions like segment prioritization, connect the dots across the GTM

Key Requirements

  • •10+ years of experience in business strategy, operations, and analysis with at least 5 years in revenue operations & strategy at a hypergrowth SaaS company
  • •5+ years of people management experience in hypergrowth environments
  • •You’ve implemented novel GTM strategies with measurable business impact
  • •Exceptional quantitative modeling skills with expertise in SaaS GTM finance and measurement
  • •An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes
Experience:SaaSGTMRevenue operationsGrowth

Company Brief

Clay
Provides a go-to-market development environment combining AI agents and 100+ data integrations to help growth teams source, enrich, and act on customer data for personalized outreach, CRM enrichment, and automated GTM workflows.
Industry: Enterprise Software
Company Size: Medium (51 to 250 employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series B
Headquarters: New York, United States
Founded: 2019
WebsiteLinkedIn