The opportunity
Head of Enterprise GTM Strategy & Operations
What you'll do
Define which segments, industries, and accounts Scale prioritizes, and build: the analytical case behind those choices
Build and maintain the market sizing, segmentation, and account-tiering: models that drive coverage decisions and investment trade-offs
Lead hypothesis-driven analyses of the enterprise funnel: win/loss patterns, conversion drivers, deal economics, coverage gaps - and translate findings into specific changes to how we sell
Partner with Finance and Product on pricing, packaging, and deal-structure strategy for enterprise agreements
Own the route-to-market point of view: direct vs. partner, land-and-expand mechanics, and where new capacity or capability is needed
Build the strategic narrative and executive materials behind annual planning,: board reporting, and major GTM investment decisions
What they're looking for
- Serve as a strategic thought partner to Enterprise Sales leaders, bringing an: independent, well-argued view on how accounts should be covered and engaged
- Own and evolve the enterprise GTM operating model: account engagement strategy, funnel design, and sales execution standards
- Direct the RevOps systems stack (CRM, forecasting, reporting, planning tools): through the RevOps Manager, and hold the bar on data integrity and operational discipline
- Define and operationalize core GTM metrics across pipeline health, deal: velocity, forecast accuracy, and rep productivity, with executive dashboards to match
