Head of GTM Strategy & Operations, Enterprise

Head of Enterprise GTM Strategy & Operations

Reports to VP, Enterprise Sales  · SF or NY

Reporting to the VP of Enterprise Sales, this role owns both halves of Scale AI’s enterprise revenue engine: the strategy that determines where we play and how we win, and the operating system - people, process, and systems - that makes that strategy executable, measurable, and repeatable.

On the strategy side, you set the analytical foundation for enterprise growth: segment and account prioritization, coverage and territory design, pricing and packaging inputs, and the diagnostic work that explains why the funnel behaves the way it does. On the operations side, you own the RevOps stack, forecasting, compensation design, sales enablement, and the operating cadences that convert strategy into predictable quarterly execution. The ideal candidate is equally comfortable building a segmentation model from a blank page and running a Monday morning pipeline review.

You will lead an established team, with the Head of Sales Enablement and the RevOps Manager as direct reports. Your first job is to raise the ceiling on what that team delivers: sharper analysis, tighter operating rhythm, and enablement that measurably shortens ramp and lifts win rates.

This is a senior, highly visible role partnering with Enterprise Sales leadership, Finance, Marketing, Product, and Solutions Engineering, with regular exposure to the executive team and board materials.

STRATEGY

• 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
• Serve as a strategic thought partner to Enterprise Sales leaders, bringing an independent, well-argued view on how accounts should be covered and engaged

OPERATIONS & ENABLEMENT

• 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
• Run the sales operating cadence: pipeline reviews, forecast calls, QBRs, and performance reviews
• Set the enablement agenda with the Head of Sales Enablement - onboarding and ramp, ongoing skill development, and the playbooks and certification that turn GTM strategy into consistent field execution
• Tie enablement investment to outcomes, measuring impact on ramp time, win rate, and deal quality rather than activity or completion
• Partner with Sales Leadership and Finance on enterprise compensation plan design, quota governance, and attainment reporting
• Lead annual and quarterly planning, including territory design, capacity modeling, headcount planning, and quota setting
• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution

LEADERSHIP

• Lead, develop, and retain an established team spanning sales enablement and revenue operations
• Set clear priorities and standards for a team whose work is consumed by the entire enterprise sales organization
• Grow the function as the enterprise business scales, making the call on where added capacity creates the most leverage

WHAT WE'RE LOOKING FOR

• 8–12+ years spanning GTM strategy and revenue operations - for example, a foundation in strategy consulting, corporate strategy, or investing paired with in-house GTM Strategy, RevOps, or Sales Ops ownership at a high-growth company
• Experience managing and developing a team, including managing other managers or senior functional leads
• Proven ability to frame an ambiguous question, build the analytical approach, and drive to a defensible recommendation on incomplete data
• Quantitative depth across segmentation, market sizing, unit economics, and capacity and quota models, with the judgment to know which analysis will actually change a decision
• A track record of recommendations that were implemented and measured, not just presented
• Experience with complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies
• Hands-on ownership of sales systems, forecasting, and enterprise compensation plans at scale
• Familiarity with what good sales enablement looks like, and a view on how to measure whether it is working
• Executive communication that holds up in front of a CRO, CFO, or board, and the ability to influence senior sales leaders without direct authority
• Strong command of the GTM stack (e.g., Salesforce, Clari, planning and reporting tools) and fluency in SQL or equivalent for independent analysis
• The range to operate at strategic altitude and in the details, and to move fluidly between the two
• Technical curiosity or experience alongside technical products; familiarity with AI, ML, or data platforms is a plus