Americas GTM Strategy & Operations Lead

Factory; San Francisco (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

Factory is seeking a GTM Strategy & Operations Lead to join as a founding member of the GTM Strategy & Operations team in San Francisco. You will partner with sales leaders to define segment strategy, forecast, and KPIs, while shaping incentives and quota design.

This is a high-visibility role with broad impact on the company’s revenue engine. You will own the cadence, build operating models, and drive data-driven decisions across Sales, Marketing, Partnerships, and Product.

Qualifications

• 4+ years of professional experience in strategy, ops, or sales.
• Strong analytical skills with deep data understanding.
• Ownership and accountability for outcomes.
• Ability to drive cross-functional initiatives.
• Experience with GTM or sales operations is a plus.
• Proficient in Excel or Sheets; SQL/BI skills helpful.

Responsibilities

• Define segment strategy, growth priorities, and execution plans.
• Translate goals into segment targets, plans, and KPIs.
• Own forecast for segments and provide defensible quarterly views.
• Lead analyses on pipeline health, capacity, segmentation, and incentives.
• Build financial/operating models to evaluate GTM trade-offs.
• Own territory design, quota mechanics, and coverage.
• Design core cadences: weekly reviews and QBRs.
• Build dashboards for leadership visibility on performance.
• Identify top performers and scale effective approaches.
• Improve Salesforce and GTM stack for data integrity.
• Collaborate across Sales, Marketing, Engineering, Finance, and Ops.
• Explore automation with Factory droids for reporting.
• Present clear, structured recommendations to leadership.

Skills

Analytical skills

Ownership

Bias for action

Communication

AI fluency

Excel/Sheets

Salesforce

SQL

BI tools

Stakeholder mgmt

Tools

Salesforce

SQL

BI tools

Job description

Factory is seeking a GTM Strategy & Operations Lead to join as a founding member of the GTM Strategy & Operations team in San Francisco. You will partner with sales leaders to define segment strategy, forecast, and KPIs, while shaping incentives and quota design.

This is a high-visibility role with broad impact on the company’s revenue engine. You will own the cadence, build operating models, and drive data-driven decisions across Sales, Marketing, Partnerships, and Product.