GTM Architect

Scale AI, Inc.; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Comprehensive health, dental, and vision coverage

Retirement benefits

Learning and development stipend

Generous PTO

Commuter stipend

Job summary

A leading AI technology firm in San Francisco is seeking a GTM Architect, Enterprise. This senior role involves designing and managing the GTM operating model and RevOps systems to drive enterprise revenue. The ideal candidate will have 8-12+ years of experience in RevOps and a strong point of view on enterprise sales strategies. Responsibilities include defining key metrics, establishing operating cadences, and partnering with various departments to ensure effective engagement with strategic accounts. Competitive compensation and benefits will be offered.

Qualifications

• 8–12+ years of experience in RevOps or Sales Ops roles.
• Experience in complex enterprise sales environments.
• Proven ownership of sales systems and forecasting.
• Strong understanding of GTM metrics and planning cycles.
• Strong understanding of GTM metrics, planning cycles, and operating cadences.
• Clear point of view on how enterprise accounts should be engaged and scaled.
• Ability to influence senior sales leaders without direct authority.
• Excellent written and verbal communication, with executive-level materials.
• Familiarity with GTM tools like Salesforce and Clari.

Responsibilities

• Own and evolve the enterprise GTM operating model.
• Design and manage the enterprise RevOps systems stack.
• Define and track core enterprise GTM metrics.
• Partner with Sales Leadership for sales compensation plans.
• Build dashboards for GTM decision-making.
• Act as a strategic thought partner to Sales leaders.
• Serve as a strategic thought partner to Enterprise Sales leaders, providing input on account coverage and engagement at scale.
• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution.
• Support annual and quarterly planning including territory design, capacity modeling, headcount planning, and quota setting.
• Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions.
• Initially operate as a senior IC with a path to leading a GTM/RevOps team.

Skills

RevOps

Sales Ops

GTM Strategy

B2B SaaS

Sales systems

Sales compensation plans

Salesforce

Clari

Communication skills

Education

Bachelor's degree

Tools

CRM systems

Reporting tools

Planning tools

Job description

The GTM Architect, Enterprise will report to the Head of Enterprise GTM and will own the operating systems, measurement, and engagement model that power Scale AI’s enterprise revenue motion. This role is responsible for designing and running the enterprise GTM architecture across RevOps, sales performance, and cross‑functional execution, ensuring Scale’s largest and most strategic accounts are engaged with rigor, consistency, and impact.

This is a senior, highly visible role that partners closely with Enterprise Sales leadership, Finance, Marketing, Product, and Solutions Engineering. The GTM Architect will bring a strong point of view on how Scale engages enterprise accounts, how performance is measured, and how teams operate day‑to‑day to drive predictable growth. Over time, this role will have the opportunity to build and lead a GTM / RevOps team.

In this role, you will:

• Own and evolve Scale’s enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards
• Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth
• Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity
• Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews
• Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting
• Build executive‑level dashboards and reporting to support GTM decision‑making and leadership visibility
• Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged
• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution
• Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting
• Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions
• Initially operate as a senior individual contributor, with a clear path to hiring, developing, and leading a high‑impact GTM / RevOps team

Ideally, You Will Have:

• 8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments
• Experience supporting complex, multi‑stakeholder enterprise sales motions in high‑growth B2B SaaS or platform companies
• Proven ownership of sales systems, forecasting, and performance measurement at scale
• Hands‑on experience designing and managing enterprise sales compensation plans and reporting
• Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences
• A clear point of view on how enterprise accounts should be engaged and how to operationalize that engagement at scale
• Comfort influencing senior sales leaders and executives without direct authority
• Excellent written and verbal communication skills, including experience building executive‑level materials and dashboards
• Strong command of GTM systems and tools (e.g., Salesforce, Clari, planning and reporting tools)
• High attention to detail paired with the ability to operate at a strategic altitude
• Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time
• Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job‑related skills, experience, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

PLEASE NOTE: Our policy requires a 90‑day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.

About Us:

At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high‑quality data and full‑stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Cisco, DLA Piper, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.

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