Americas GTM Strategy & Operations Lead

Factory; San Francisco (CA); On-site; USD 160,000 - 210,000; Full time

Job summary

Factory, a leading platform for self-improving software development, seeks a GTM Strategy & Operations Lead to join as a founding member of the GTM Strategy & Operations team in our San Francisco HQ. You will partner with sales leaders to drive segment strategy, forecast, and operating cadence, shaping incentives, territories, and GTM initiatives to scale a rapidly growing enterprise sales function.

You will own the analytics, develop models, and build dashboards that inform leadership

Qualifications

• 4+ years of experience in strategy or operations roles in high-growth environments.
• Strong analytical skills with ability to defend numbers and present clear POVs.
• Ownership mindset with accountability for outcomes and cross-functional collaboration.
• Bias for action with ability to deliver high-quality work under tight timelines.
• Excellent judgment to prioritize efforts that move the business most.
• Comfort with ambiguity and ability to create clear plans from unresolved problems.
• Operational thinking to standardize processes while keeping flexibility for deals.
• Strong written and verbal communication with stakeholders at all levels.
• Practical AI fluency to improve leverage in GTM processes.
• Advanced Excel/Sheets and Salesforce, SQL, BI tools proficiency.

Responsibilities

• Define segment strategy and execution plans with sales leadership.
• Own segment forecast, cadence, and KPI measurement.
• Lead analyses on pipeline health, capacity planning, and headcount investments.
• Build financial and operating models to evaluate GTM trade-offs.
• Design territory coverage and quota mechanics for defensible designs.
• Run core business cadences: weekly pipeline reviews, forecasts, and QBRs.
• Create dashboards and data infrastructure for leadership visibility.
• Improve GTM stack to ensure data integrity and efficiency.
• Coordinate cross-functional initiatives across Sales, Marketing, Partnerships, Engineering, Product, Finance, Recruiting, Operations.
• Explore automation (Factory droids) to streamline reporting and deal support.
• Present clear, structured recommendations to senior leadership.

Skills

Analytical skills

Ownership

Bias for action

Judgment/value focus

Ambiguity tolerance

Process thinking

Communication

AI fluency

Excel/Sheets

Salesforce experience

Tools

Salesforce

SQL

BI tools

Job description

Factory, a leading platform for self-improving software development, seeks a GTM Strategy & Operations Lead to join as a founding member of the GTM Strategy & Operations team in our San Francisco HQ. You will partner with sales leaders to drive segment strategy, forecast, and operating cadence, shaping incentives, territories, and GTM initiatives to scale a rapidly growing enterprise sales function.

You will own the analytics, develop models, and build dashboards that inform leadership