GTM Strategy & Operations Lead

About the role

Claylabs is building a sales engine to power its fast‑growing AI revenue platform. The GTM Strategy & Ops leader will act like a general manager, driving sales efficiency and expanding quota capacity while shaping the future of go‑to‑market operations.

Key responsibilities

• Identify and eliminate inefficiencies across the sales funnel, collaborating with GTM Ops and engineers to implement solutions using Clay’s tooling.
• Own day‑to‑day execution of moonshot goals such as dramatically increasing sales efficiency and uncovering new use cases for the platform.
• Embed within the sales organization to design novel solutions, anticipate emerging technologies, and build ahead of market needs.
• Lead implementation and change management for GTM initiatives, including process design, playbook development, field assets, and participation in forecast calls.
• Partner with GTM Finance to operationalize compensation, provide assumptions for capacity models, and address high‑leverage strategic questions.
• Collaborate with GTM Engineering and Ops to extend product capabilities, propose new use cases, and feed practitioner‑led feedback into the product roadmap.

Required profile

• 8+ years of experience in business strategy, operations, and analysis, with at least 4 years in revenue operations at a hyper‑growth AI/SaaS company.
• Minimum 1 year of direct ownership of a P&L, quota, retention, implementation, pipeline, or other key business outcome.
• Proven track record of designing and executing novel GTM strategies that deliver measurable impact.
• Strong quantitative modeling abilities and deep understanding of sales performance metrics.
• Executive presence with clear communication, willingness to challenge assumptions, and comfort admitting uncertainty.
• Solid perspective on AI, including concrete examples of applying AI to workflows or team processes.
• Enthusiasm for engaging with customers and the broader community to champion Clay’s best practices.