About the Role

As a member of the GTM team, you'll work to define an ambitious growth roadmap and design strategies to improve performance across the sales organization and help it grow. This will include developing go-to-market strategy and playbooks, workflows, segmentation and tiering approaches, revenue optimization and share of wallet gains, strategic plans to enhance productivity, resource allocation.

We're looking for someone who is a passionate strategist and loves building and testing new designs. The right candidate is data driven and can balance being at the lowest level of detail as well as zoom out, see the whole problem, and execute on targeted strategic improvements - quickly and with relentless focus on growth.

(We are hiring candidates who are located in one of the following metro areas and can come into the office as needed: San Francisco Bay Area, New York, Seattle)

Responsibilities:

• Define opportunity coverage and the appropriate trade-offs between depth and breadth over time, based on available staffing and highest impact sales deployment
• Lead deep-dive analyses to identify opportunities for revenue growth, market penetration, customer retention, sales productivity and product features
• Design and build our High Touch and SMB Acquisition Strategy, lead gen engine and onboarding path
• Define, analyze and iterate on key performance indicators, trends and operating metrics on a constant basis
• Establish required roles, capabilities, workflows, and pod structure for each identified customer segment / lifecycle stage
• Structure incentive system for sellers that are aligned with the intended workflows and behaviors
• Design experiments and A/B tests to optimize our growth strategies
• Partner with Ops, Finance, and Sales to develop annual planning and investment decisions
• Present findings and recommendations to senior management during monthly business reviews and other forums
• Establish an impact measurement framework to better assess ROI of our sales resources

Qualifications

• 8+ years Experience in strategy and operations, business development, operations, sales strategy, sales operations, high-growth startup
• Keen understanding of Sales motions, from top funnel lead gen to long term value sustainability, combining strong analytical chops with a deep understanding of real-life seller and customer dynamics
• Proven track record of driving top line growth via strategic initiatives in a global, fast paced setting
• Ability to challenge and persuade cross-functional audiences to act - from peers around the org to senior executives
• Bonus points:
  • Experience in the adtech, performance marketing, retail media, or machine learning space
  • Past work in a fast-paced startup environment