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Head of GTM Strategy & Operations, Enterprise

Scale AI· Enterprise Sales
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Hybrid (San Francisco, CA)$275.2k - $336.7kFull-timePosted 8mo ago

About the role

Senior leader responsible for enterprise GTM strategy and RevOps at Scale AI, owning both the strategic planning (segmenting, sizing, pricing, and market approach) and the operating system (CRM, forecasting, compensation, enablement, and cadences) to drive predictable enterprise revenue growth.

Responsibilities

  • Define which segments, industries, and accounts Scale prioritizes and build the analytical case behind those choices
  • Build and maintain market sizing, segmentation, and account-tiering models that drive coverage decisions
  • Lead hypothesis-driven analyses of the enterprise funnel and translate findings into changes to selling
  • Partner with Finance and Product on pricing, packaging, and deal-structure strategy for enterprise agreements
  • Own the route-to-market perspective (direct vs. partner, land-and-expand, capacity needs)
  • Build strategic narrative and executive materials for annual planning, board reporting, and GTM investments
  • Serve as strategic thought partner to Enterprise Sales leaders and executive/stakeholder audiences
  • Own and evolve the enterprise GTM operating model (engagement strategy, funnel design, execution standards)
  • Direct the RevOps systems stack and ensure data integrity and operational discipline
  • Define core GTM metrics and executive dashboards for pipeline, velocity, forecast, and productivity
  • Run sales operating cadence (pipeline reviews, forecast calls, QBRs, performance reviews)
  • Set enablement agenda (onboarding, ramp, ongoing development, playbooks, certification)
  • Tie enablement investment to outcomes (ramp time, win rate, deal quality)
  • Partner on enterprise compensation design, quota governance, attainment reporting
  • Lead annual/quarterly planning (territory design, capacity modeling, headcount, quotas)
  • Act as connective tissue across Sales, Marketing, Finance, Product, Solutions Engineering for enterprise GTM planning and execution
  • Lead, develop, and retain the team (sales enablement and revenue operations)
  • Set priorities and standards for a team with broad enterprise impact
  • Grow the function as the business scales and optimize where added capacity yields leverage

Qualifications

  • 8–12+ years spanning GTM strategy and revenue operations
  • Experience managing and developing a team, including managers or senior leads
  • Ability to frame ambiguous questions and derive defensible recommendations
  • Quantitative depth in segmentation, market sizing, unit economics, capacity and quota models
  • Track record of recommendations that were implemented and measured
  • Experience with complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platforms
  • Hands-on ownership of sales systems, forecasting, and enterprise compensation at scale
  • Familiarity with effective sales enablement and measurement of its impact
  • Executive communication with CRO/CFO/board and influence without direct authority
  • Strong GTM tech fluency (Salesforce, Clari, planning/reporting tools) and SQL or equivalent
  • Ability to operate at strategic and tactical levels
  • Technical curiosity or experience; familiarity with AI/ML/data platforms a plus

Skills

Required:GTM strategyRevenue operationsSales enablementSQL

Benefits

  • comprehensive health, dental and vision coverage
  • retirement benefits
  • learning and development stipend
  • generous PTO
  • commuter stipend (possible)
Last updated Sep 23, 2026. Interested? Apply on the company site.
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About Scale AI

Data-centric infrastructure to accelerate the development of AI

Scale accelerates the development of AI within organizations of any size to deliver critical business insights and operational efficiency. Its data-centric infrastructure platform leverages RLHF (Reinforced Learning with Human Feedback) to help organizations build the strongest AI models that supercharge their business, with customers across industries including Meta, Microsoft, U.S. Army, DoD’s Defense Innovation Unit, Open AI, General Motors, Toyota Research Institute, Brex, Instacart and Flexport.

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