GTM Strategy & Operations

RJR Partners; San Francisco (CA); Hybride; USD 140 000 - 170 000; Plein temps

Avantages offerts par ce poste

Equity

Comprehensive benefits

Hybrid in-office four days a week

Résumé du poste

RJR Partners is partnered with a high-growth AI developer infrastructure company in San Francisco. We seek a GTM Strategy & Operations leader to architect planning and operating foundations for a revenue engine that blends PLG self-serve with an expanding sales motion.

You will own headcount planning, forecasting, territories, quotas, and commission plans, partnering with GTM leadership and Finance. The role is hybrid, requiring four days in the office weekly and direct impact on scaling revenue.

Qualifications

• 3–5 years of experience in revenue operations, GTM strategy, sales operations, or a similar role in an early stage startup.
• Early-stage startup experience building RevOps from ground up.
• Experience in product-led growth (PLG) or hybrid PLG/sales-led models.

Responsabilités

• Drive GTM strategy and annual/quarterly planning, incl. capacity models and headcount plans across the revenue org.

Connaissances

Revenue operations

GTM strategy

Forecasting

Territory planning

Quota design

Data analysis

PLG / hybrid PLG sales

HubSpot

Outils

HubSpot

SQL

BI tools

Description du poste

We're partnering with a high-growth, venture-backed AI developer infrastructure company. Their platform helps engineering teams and businesses build and scale AI-powered applications, and it's quickly becoming a core part of the modern AI stack.

The company is early-stage, well-funded by leading venture firms, and growing revenue rapidly year over year. With a talented team of +-100 in San Francisco, they're now investing in the operational foundation to support their next phase of growth.

The role

Our client is hiring its GTM Strategy & Operations lead to build the planning and operating foundation for a business that combines product-led self-serve growth with an expanding sales motion. You'll own headcount planning, forecasting, territories, quotas, and commission plans, partnering closely with GTM leadership and Finance on where and how to invest. This is a true builder role: what you create will become the playbook the revenue organization runs on as it scales. This is a hybrid role with 4 days a week in office.

What you'll do

• Drive GTM strategy and annual/quarterly planning, including capacity models and headcount plans across the revenue org.
• Build and own the revenue forecast across self-serve and sales-led channels, and run the forecast cadence with leadership.
• Design territories and segmentation as the sales team grows and the company expands its market coverage.
• Set quotas and build commission plans that reward the right behavior and scale with the business.
• Analyze product usage and self-serve funnel data to surface expansion and sales-assist opportunities, and design the handoffs between PLG and sales.
• Own HubSpot as the GTM system of record, ensuring clean data, sound processes, and trusted reporting.

What they're looking for

• 3–5 years of experience in revenue operations, GTM strategy, sales operations, or a similar role in an early stage startup.
• Early-stage startup experience where you built the RevOps function from the ground up.
• Experience in a product-led growth (PLG) or hybrid PLG/sales-led business, including working with product usage data.
• Hands-on experience with forecasting, territory planning, quota setting, and commission plan design.
• Excellent analytical and modeling skills, with the ability to turn analysis into clear recommendations.
• Comfort with ambiguity and a bias toward action.

Nice to have

• CPQ experience or having implemented a CPQ tool.
• Familiarity with developer tools, infrastructure, or usage-based pricing.
• SQL or BI tool experience.

Why this opportunity

• Join a fast-growing company in AI infrastructure at a key inflection point.
• Build the RevOps function with real ownership and direct access to leadership.
• Competitive salary, meaningful equity, and comprehensive benefits.
• Collaborative in-office culture in San Francisco four days a week.

Compensation

Salary range: $140K-$170K, plus equity. Final compensation will depend on experience and skills.