GTM Operations Analyst

Heidi; Greater London; On-site; GBP 70,000 - 110,000; Full time

Job summary

Heidi in the United Kingdom is seeking a commercially focused GTM Operations professional to turn strategic direction into an operating model for the region, working with leaders across Sales, Customer Success, Marketing and Finance towards data‑driven decisions.

You will build the models, processes and operating cadences that ensure consistent execution, connecting Marketing, Sales and Customer Success from lead management through onboarding, renewal and expansion.

Responsibilities

• Turn commercial plans into working operations.
• Partner with regional leaders to operationalise decisions on segmentation, territories, coverage, capacity, quotas and commissions.
• Build the models, processes and operating cadences that allow teams to execute them consistently.
• Connect the full customer lifecycle between Marketing, Sales and Customer Success, from lead management through onboarding, renewal and expansion.
• Strengthen commercial execution by improving pipeline inspection, forecasting revenue and understanding customer health and growth.
• Use data to support commercial decisions by querying datasets in Databricks, building reporting in Omni and connecting CRM, product and commercial data.

Job description

We're Heidi. We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. In just 18 months, our clinical AI products have absorbed the administrative chaos of 73 million patient visits. Today, we support over 2.5 million patient sessions a week across 190+ countries. Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world's healthcare capacity and strengthen the human connection at its heart. We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again. If you don't choose easy and you want to build something way bigger than yourself then, choose the challenge, choose Heidi.

The role

This is a commercially focused GTM Operations role supporting Heidi's UK and European markets. You'll report to the Head of GTM Operations and work closely with leaders across Sales, Customer Success, Marketing and Finance, as well as our central Analytics and GTM Engineering teams. Your job is to turn commercial direction into an operating model the region can actually use. When leaders agree how we should forecast, segment accounts, organise territories or manage the customer lifecycle, you'll build the models, processes, reporting and tooling that make it work day to day. Doing that well means working beyond the CRM. You'll use HubSpot, Databricks and Omni to bring together commercial and product data, pressure-test assumptions and turn what you find into better decisions and processes. This role suits someone who enjoys both sides of GTM Operations: working through commercial problems with leaders, then doing the hands‑on work to make the solution stick.

What you'll do

Turn commercial plans into working operations.

Partner with the Head of GTM Operations and regional leaders to operationalise decisions on segmentation, territories, coverage, capacity, quotas and commissions.

Build the models, processes and operating cadences that allow teams to execute them consistently.

Connect the full customer lifecycle. Build and improve the processes between Marketing, Sales and Customer Success, from lead management and pipeline creation through onboarding, adoption, renewal and expansion. Make ownership and handoffs clear, and ensure each team has the information it needs from the others.

Strengthen commercial execution. Improve how we inspect pipeline, forecast revenue and understand customer health, retention and growth. Help embed methodologies such as MEDDIC into the way managers and teams run deals-not just the fields they complete in HubSpot-and drive adoption of the changes you introduce.

Use data to support commercial decisions. Query existing datasets in Databricks, build reporting in Omni and connect CRM, product and commercial data to understand performance.

Build the recurring reporting the region needs, investigate issues in more depth when required and explain what changed, why it matters and what action it suggests.

Keep the GTM engine running. Maintain HubSpot and the regional GTM stack, including pipelines, routing, workflows, reporting and data quality. Resolve issues quickly and partner with central teams when something needs a global fix.

What you'll need

Hands‑on GTM Operations experience. You've worked in GTM Operations, Revenue Operations or Sales Operations and have practical experience with core processes such as forecasting, territory and quota planning, lifecycle management and CRM workflows. We care more about the ownership and judgement you've developed than a fixed number of years.

Strong commercial judgement. You can reason across Marketing, Sales and Customer Success, understand the drivers of acquisition, conversion, adoption, retention and expansion, and distinguish an interesting data point from something the business should act on.

Confident with data. You can write SQL, navigate a warehouse such as Databricks and work with a BI tool such as Omni. You're comfortable interrogating existing datasets, validating the output and turning the result into a clear recommendation. Experience building core warehouse models is not required.

A strong, credible operator. You can take an agreed commercial approach and turn it into a workable model, process or system change. You communicate clearly, challenge assumptions with evidence, bring the right people with you and follow through until the change is adopted.

A practical, tool‑fluent systems thinker. You understand how process, data, tooling and team behaviour interact. You're confident in HubSpot and have worked with tools such as Clay, Gong, outbound platforms, enrichment providers and CPQ/C