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Revenue Strategy & Operations

Baseten· GTM
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Hybrid (San Francisco)$150k - $190kFull-timePosted 1mo ago

About the role

Foundational GTM strategy and revenue operations role working directly with the CRO and Head of Revenue Operations to scale Baseten’s revenue engine, including planning, pipeline, forecasting, field execution, and experimentation.

Responsibilities

  • Contribute to the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting
  • Build and maintain coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning
  • Support quota framework development, translating top-down targets into field-level plans
  • Develop and maintain segmentation logic by industry, company profile, consumption potential, and AI maturity
  • Provide perspective on competitive dynamics, regional expansion priorities, and whitespace opportunities
  • Partner with Central Ops on ICP and TAM database strategy to ensure clean, enriched data
  • Translate data into a clear business narrative for leadership and the field; democratize insights for self-service by revenue org
  • Contribute to the design of the pipeline generation model: coverage ratios, qualified pipeline definitions, and input assumptions
  • Support PG cadence: track actuals vs. model, surface gaps early, and partner with field leadership to course-correct
  • Play an active role in weekly forecast process, building narratives linking leading indicators to revenue outcomes
  • Build and maintain analytics powering GTM decisions: dashboards, cohort analyses, efficiency metrics
  • Partner with field to identify gaps and develop structured plans for real-time actions, guiding QBRs and pipeline reviews
  • Analyze regional pipeline health, win/loss trends, and rep productivity to surface actionable insights
  • Contribute to execution optimization projects across sales process, post-sale journey, and funnel conversions
  • Close loop between field activity and plan adjustments
  • Design and execute experiments for new GTM approaches: segments, channels, acquisition/expansion motions
  • Build measurement framework to evaluate experiments and scale successful ones
  • Operationalize successful experiments into repeatable playbooks with RevOps and Central Ops

Qualifications

  • 3-5 years in GTM strategy, revenue operations, sales strategy, or related function (high-growth B2B SaaS or infrastructure preferred)
  • Experience with consumption-based or usage-based models; understanding of ARR vs revenue, drawdown, expansion, and net retention
  • Exposure to a company scaling through Series B-D inflection point is a plus
  • Consulting and/or finance background a plus

Skills

Required:GTM planning and quota designForecasting and analyticsTerritory design and segmentationSQL & BI toolsCRM & data hygieneCommunication and storytelling
Nice to have:AI fluency

Benefits

  • Competitive compensation, including meaningful equity
  • (U.S. only) 100% coverage of medical, dental, and vision insurance for employee and dependents
  • Flexible PTO policy including company wide Winter Break ( offices closed Christmas Eve to New Year’s Day)
  • Paid parental leave
  • Fertility and family-building stipend through Carrot
  • (U.S. only) Company-facilitated 401(k)
  • Exposure to a variety of ML startups for learning and networking opportunities
Last updated Oct 21, 2026. Interested? Apply on the company site.
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About Baseten

Inference is everything

Effortlessly serve optimized open source & custom models on the fastest, most reliable model delivery network.

AICloud InfrastructureDeveloper ToolsInference PlatformMachine LearningModel DeploymentModel Runtimesai-infrastructure-and-development
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