GTM Strategy and Operations

At Sierra, we’re creating a platform to help businesses build better, more human customer experiences with AI. We are primarily an in-person company based in San Francisco, with growing offices in Atlanta, New York, London, Paris, Madrid, Munich, Singapore, Japan, and Sydney.

We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and Family. These values are the foundation of our work, and we are committed to upholding them in everything we do.

Our co-founders are Bret Taylor and Clay Bavor. Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google’s AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace. 

Own Sierra’s territory strategy and operations end-to-end, including:

• Territory Strategy: Design and continuously refine sales territories to align with company priorities, growth goals, and coverage models across segments

• Territory Operations: Own the bi-weekly territory carve process, including account allocation, rebalancing, and ensuring data accuracy across systems

• Analytics & Insights: Analyze territory performance, develop data-driven frameworks for account prioritization, and proactively identify opportunities to improve efficiency and seller productivity

• Stakeholder Management & Communication:

  • Partner closely with Sales, RevOps, and leadership to align on territory decisions

  • Communicate territory changes clearly and thoughtfully, particularly in high-impact or sensitive situations

  • Serve as a trusted front-line partner to sales leadership, balancing business needs with strong stakeholder empathy

• Identify and drive improvements to territory planning processes to increase scalability, transparency, and operational rigor

• Serve as a versatile and proactive team player, taking on both foundational operational work and high-impact strategic initiatives

• 6-8+ years of experience in revenue operations, sales operations, management consulting, corporate strategy, or business operations

• Strong analytical skills, with experience building models and working with large datasets to drive decision-making

• Proven ability to own and execute complex operational processes with high attention to detail and accuracy

• Excellent stakeholder management and communication skills, including experience working with and influencing senior stakeholders or executives

• High level of judgment and discretion, particularly when managing and communicating changes that impact sales teams

• Ability to navigate ambiguity, prioritize effectively, and drive alignment in a fast-paced environment

• SQL experience

• Familiarity with CRM platforms (e.g., Salesforce, HubSpot)

• Experience with territory planning, account segmentation, or quota design

• Previous startup or high-growth operational experience

• Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an environment that enables all of us to do our best work.

• Customer Obsession: We deeply understand our customers’ business goals and relentlessly focus on driving outcomes, not just technical milestones. Everyone at the company knows and spends time with our customers. When our customer is having an issue, we drop everything and fix it.

• Craftsmanship: We get the details right, from the words on the page to the system architecture. We have good taste. When we notice something isn’t right, we take the time to fix it. We are proud of the products we produce. We continuously self-reflect to continuously self-improve.

• Intensity: We know we don’t have the luxury of patience. We play to win. We care about our product being the best, and when it isn’t, we fix it. When we fail, we talk about it openly and without blame so we succeed the next time.

• Family: We know that balance and intensity are compatible, and we model it in our actions and processes. We are the best technology company for parents. We support and respect each other and celebrate each other’s personal and professional achievements.

We want our benefits to reflect our values and offer the following to full-time employees:

• Flexible (unlimited) paid time off

• Medical, dental, and vision benefits for you and your family

• Life insurance and disability benefits

• Retirement plan dependent on country of employment

• Parental leave

• Fertility and family building benefits through Carrot

• Lunch, as well as delicious snacks and coffee to keep you energized 

• Discretionary benefit stipend giving people the ability to spend where it matters most

• Free alphorn lessons

These benefits are further detailed in Sierra's policies, may vary by region, and are subject to change at any time, consistent with the terms of any applicable compensation or benefits plans. Eligible full-time employees can participate in Sierra's equity plans subject to the terms of the applicable plans and policies.

We're working to bring the transformative power of AI to every organization in the world. To do so, it is important to us that the diversity of our employees represents the diversity of our customers. We believe that our work and culture are better when we encourage, support, and respect different skills and experiences represented within our team. We encourage you to apply even if your experience doesn't precisely match the job description. We strive to evaluate all applicants consistently without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.