Head of GTM Strategy & Ops

About the role

We are looking for a senior leader to design and build Clay’s revenue engine, aligning sales, marketing and customer experience under a unified GTM operating rhythm.

Key responsibilities

• Architect the end‑to‑end GTM operating rhythm, including forecast calls, inspection cadences and accountability mechanisms across sales, CX and marketing.
• Design and implement GTM processes, playbooks, territory assignments, deal‑split rules and handoff routing.
• Lead change‑management for GTM initiatives, ensuring clear sequencing, communication and measurement of field adoption.
• Partner with GTM Finance on compensation rollout, capacity modelling and segment prioritisation.
• Collaborate with GTM Engineering and Ops to extend product use cases and feed practitioner‑led feedback into the roadmap.

Required profile

• 10+ years of business strategy, operations and analysis experience, with at least 5 years in revenue operations at a hyper‑growth SaaS company.
• 5+ years of people‑management experience, proven ability to hire and develop high‑performing teams.
• Track record of designing and executing novel GTM strategies that deliver measurable business impact.
• Strong quantitative modelling skills and deep understanding of SaaS GTM finance.
• Executive presence with clear communication, willingness to challenge assumptions and admit uncertainty.
• Practical experience applying AI in workflows or team processes.
• Enthusiasm for engaging with customers and the broader community to evangelise best practices.