GTM Strategy & Ops Lead

Arena
San Francisco
Workplace: HybridFull timeFunction: Business OperationsExperience: 6+ yearsSkills: ["Communication","Data analysis","Ownership","Strategic thinking","Stakeholder management"]

Own the GTM operating cadence and commercial foundation that supports Arena’s sales growth, partnering with founders, finance, and go-to-market leadership. Build pipeline and usage reporting, operate deal desk processes for complex enterprise agreements, and drive quote-to-cash accuracy from order form through metering and billing. Set pricing and packaging strategy, develop new segment go-to-market approaches, and collaborate with product/engineering to ensure SKUs are instrumented and monetized correctly.

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FursaFursa
Arena
Arena
2 days ago

GTM Strategy & Ops Lead

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Source: Company careers pageValidated by: Fursa AI
Last checked: 17 hours agoStatus: Live

Job Summary

Own the GTM operating cadence and commercial foundation that supports Arena’s sales growth, partnering with founders, finance, and go-to-market leadership. Build pipeline and usage reporting, operate deal desk processes for complex enterprise agreements, and drive quote-to-cash accuracy from order form through metering and billing. Set pricing and packaging strategy, develop new segment go-to-market approaches, and collaborate with product/engineering to ensure SKUs are instrumented and monetized correctly.
Location: San Francisco
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Operations
Seniority: Mid level

Key Responsibilities

  • •Run GTM operating cadence, including pipeline reviews, forecast discipline, and business reviews for sales leadership.
  • •Define and build pipeline and usage reporting that GTM and finance rely on.
  • •Serve as an operational partner to sales, owning account-level visibility, analysis, and process support.
  • •Set pricing and packaging strategy through execution, including rate card design, discount guardrails, and monetization of new products.
  • •Run the deal desk and own quote-to-cash from order form through metering, consumption tracking, and billing accuracy in partnership with accounting; coordinate SKU launch instrumentation and representation in systems.

Pay and Benefits

Equity and Bonus:Equity
Perks:MedicalDentalVision

Key Requirements

  • •6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting, including experience selling to enterprises at a high-growth technology company.
  • •Experience running GTM operating rhythms such as pipeline reviews, forecasting, and performance reporting as the operational partner to sales.
  • •Direct experience with pricing and packaging decisions and fluency in consumption or usage-based revenue models.
  • •Track record structuring ambiguous commercial problems, including large non-standard agreements, through implementation into systems and process.
  • •Ability to pull and analyze data using SQL or a BI tool; strong written and verbal communication with sales and executives.
Experience:6+ yearsEnterprise softwareHigh-growth technology
Skills:CommunicationData analysisOwnershipStrategic thinkingStakeholder management
Tech Stack:SQL

Company Brief

Arena
LMArena operates a community-driven platform for evaluating and benchmarking large language models via crowdsourced pairwise comparisons and leaderboards, used by researchers and AI labs to measure real-world model performance. ([linkedin.com](https://www.linkedin.com/company/lmarena?utm_source=openai))
Industry: Developer Tools
Company Size: Small (11 to 50 employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series A
Headquarters: San Francisco, United States
Founded: 2025
WebsiteLinkedIn