Director of GTM Strategy & Operations

At-Bay; San Francisco (CA); Hybrid; USD 190,000 - 260,000; Full time

Benefits offered by this job

Health insurance

401k with match

Hybrid or flexible remote work

Paid parental leave

Fitness benefits

Learning & development

20 days paid vacation

Quarterly wellness days

Team outings & events

New hire stipend

Meal budget

Company retreat

Job summary

At-Bay is seeking a Director of GTM Strategy & Operations to define growth and build the operating model to enable scale. You will lead GTM strategy, operations, and revenue operations, translating company strategy into GTM priorities and executable plans.

You will develop market segmentation, channels, partnerships, and new growth opportunities, while building business cases, financial models, and dashboards to guide decisions.

Qualifications

• Experience leading GTM strategy and operations at scale in a high-growth B2B tech or cybersecurity environment.
• Ability to translate company strategy into clear GTM priorities and executable plans.
• Proven track record building and running revenue models, planning cadences, and KPI dashboards.

Responsibilities

• Lead strategic initiatives across Sales, Marketing, Product, and Finance.
• Design and test new GTM motions and operating models.
• Build and manage AI-driven GTM capabilities and analytics.
• Own annual and quarterly GTM planning, capacity, and revenue forecasting.
• Present insights and recommendations to senior leadership.

Skills

GTM Strategy

Revenue Operations

Cross-functional Leadership

Strategic Planning

AI in GTM

Data & Analytics

Forecasting & KPIs

Executive Communication

Tools

CRM governance

Data analytics tooling

Forecasting tools

BI tools

Job description

• We are looking for a Director of GTM Strategy & Operations to help define how At-Bay Security grows and build the operating model to make it happen
• This person will be a key member of At-Bay Security leadership team, leading GTM strategy, operations, and revenue operations
• Historically, this function has played a central role in designing and incubating the GTM motions that have allowed At-Bay Security to win in the market
• We want that to continue as we enter our next stage of growth
• This role has a broad mandate: determine where and how we grow, design and test new GTM motions, build the planning and operating infrastructure required to scale, and rethink how AI can make our GTM organization more effective
• We are looking for someone who can move fluidly between strategy and execution
• You should be comfortable developing the executive-level strategy, getting into the underlying data and economics, and then working cross-functionally to turn an idea into reality
• The job is not just to recommend a strategy
• It is to help build it, test it, and prove that it works
• Define where and how At-Bay Security grows, translating company strategy into clear GTM priorities and executable plans
• Develop market segmentation, customer targeting, distribution, channel, and coverage strategies
• Identify and evaluate new customer segments, channels, partnerships, and other growth opportunities
• Build business cases, financial models, and analytical frameworks that inform major GTM decisions
• Design new GTM motions across Sales, Marketing, Partnerships, Distribution, and expansion
• Take new GTM motions from hypothesis through testing, validation, and operationalization
• Define the economics, operating model, milestones, and success metrics for new initiatives
• Build closed-loop measurement to understand what is working, what is not, and where we should invest further
• Determine when an initiative is ready to scale, needs to change, or should be stopped
• Lead high-impact strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams
• Build the operating discipline and business visibility required to scale
• Lead annual and quarterly GTM planning, translating growth objectives into capacity, pipeline, bookings, and revenue plans
• Own and continuously improve capacity, productivity, pipeline, bookings, and revenue models
• Build forecasting processes that give leadership a clear view of performance, risks, opportunities, and revenue predictability
• Define the leading and lagging KPIs used to measure GTM performance and build the dashboards and reporting needed to run the business
• Own key GTM operating cadences, including forecasting, pipeline reviews, business reviews, and quarterly planning
• Identify the underlying drivers of performance and partner with functional leaders to address gaps and improve execution
• Present to senior leadership on GTM performance, strategic priorities, and analytical deep dives
• Translate GTM strategy into a scalable operating model across the customer lifecycle
• Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures
• Partner closely with Sales, Marketing, Finance, and other leaders to ensure GTM resources are deployed against the highest-impact opportunities
• Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention
• Build the operational infrastructure required to launch, test, and scale new GTM motions
• Identify bottlenecks across the GTM organization and lead cross-functional initiatives to solve them
• Establish clear ownership, processes, and success metrics for major GTM initiatives
• Add rigor where it improves performance without adding unnecessary process or complexity
• Own the GTM infrastructure and define how At-Bay Security uses technology and AI to operate more effectively
• Drive the strategy and effective use of the broader GTM technology stack, including CRM governance, data quality, reporting, and tooling
• Build scalable Revenue Operations processes and infrastructure that improve visibility, execution, and decision-making
• Own the roadmap for how AI is used across Sales, Marketing, and Revenue Operations
• Identify, prioritize, and implement high-value AI use cases across prospecting, research, outreach, pipeline management, enablement, forecasting, and analytics
• Partner with GTM leaders to redesign workflows and operating processes around new AI capabilities
• Measure the impact of AI and automation initiatives and prioritize investments based on measurable business outcomes
• Look beyond automating existing work to identify entirely new GTM approaches made possible by AI

Benefits

• Medical/private health insurance
• 401k with 4% match or retirement plan
• Hybrid or flexible remote work
• Paid parental leave
• Fitness benefits
• Learning & development
• 20 days paid vacation and 2 floating holidays
• Quarterly wellness days
• Monthly happy hour, team outings & events
• New hire stipend
• 2 free lunches a week and meal budget
• Company retreat

Strong analytical and financial modeling skills, with the ability to turn complex data into clear business decisionsStrong cross-functional leadership skills and the ability to influence across Sales, Marketing, Product, Finance, Security, and executive leadershipGood judgment, intellectual curiosity, and a bias toward simple, practical solutions that drive measurable resultsStrong working knowledge of AI and a point of view on how it will change the way modern GTM organizations operateExperience leading annual planning, forecasting, territory design, quota setting, capacity planning, and other core GTM operating processesA strong understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economicsExperience designing, testing, and scaling new GTM motions or growth initiatives7–12+ years of experience across GTM strategy, business operations, Revenue Operations, strategy consulting, or related rolesExperience operating in a high-growth B2B technology company, ideally SaaS, cybersecurity, or another complex GTM environmentThe ability to move comfortably between executive-level strategy and the underlying operational details required to make it work