GTM Strategy & Operations, AMER 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

About Factory

Our mission is to create a world where software builds and improves itself.

We build the platform for self-improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T‑Mobile run Factory to ship code, review PRs, run tests, and deploy continuously - getting smarter with every cycle.

In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world‑class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).

About the Role

As a GTM Strategy & Operations Lead, you will be a founding member of our GTM Strategy & Operations team, embedded as the strategic partner to the sales leaders running our AMER sales organization.

You will own segment performance alongside those leaders: the strategy behind the number, the operating cadence and tactics that drive it, and the analysis that explains what is working and what is not. From forecasting and pipeline management to territory design, capacity planning, quota and incentive structures, and go‑to‑market strategy, you will touch nearly every lever that makes a sales organization perform.

This is a high‑visibility seat at the center of the business. The role is a direct path to a deep understanding of commercial strategy and operational excellence in a high‑growth environment.

What you will do and achieve

• Partner directly with Enterprise, Mid‑Market and BDR leadership to define segment strategy, growth priorities, and execution plans.

• Translate company‑level goals into segment targets, operating plans, and measurable KPIs.

• Own the forecast for your segments: run the cadence, pressure‑test the calls, and give leadership a defensible view of where the quarter lands.

• Lead high‑impact analyses that inform critical decisions across pipeline health, conversion, capacity planning, segmentation, incentive design, and headcount investment.

• Build the financial and operating models used to evaluate trade‑offs and quantify the impact of GTM decisions.

• Own territory and account coverage design, quota setting, and the mechanics that make both defensible to reps and leadership.

• Design and run the core business cadences that create accountability: weekly pipeline reviews, forecast calls, and QBRs.

• Build the dashboards and reporting infrastructure that give leadership visibility into performance, productivity, and pipeline generation.

• Establish the metrics that distinguish top performers, diagnose the root causes of underperformance, and scale what works across the team.

• Improve Salesforce and the surrounding GTM stack so data integrity, workflow efficiency, and reporting keep pace with the business.

• Project‑manage cross‑functional initiatives spanning Sales, Marketing, Partnerships, Engineering & Product, Finance, Recruiting, and Operations.

• Find novel ways to use Factory droids to automate the reporting, analysis, and deal support work that would otherwise consume the team.

• Roll up your sleeves on immediate problems while building the long‑term infrastructure, and present clear, structured recommendations to senior leadership.

Qualifications

• 4+ years of professional experience, ideally in consulting, investment banking, private equity, corporate strategy, or a high‑growth startup.

• Strong analytical skills: You go deep on data and structure analyses quickly to answer the business question at hand. You know the data underneath your work, including where it comes from, how it's built, and where it falls short. You can defend your numbers and have a point of view.

• Ownership: You take initiative, drive problems to the finish, bring in the right people at the right time, and hold yourself accountable for the outcome.

• Bias for action: You deliver high‑quality work on tight timelines and in high‑stakes moments.

• Judgment and a nose for value: You can tell which problems will move the business most, focus there, and deprioritize the rest. You know when 80% is good enough and when it isn't.

• Comfort with ambiguity and change: You turn messy, undefined problems into a clear plan. We move fast, and direction can change. You see that as part of the job, not a disruption, and you adjust without losing momentum.

• Process and operational thinking: You solve a problem once, then document and systematize it so it stays solved. You know where to standardize and where to keep flexibility for a specific deal, rep, or segment.

• Communication and stakeholder management: You're credible with sales leaders, engineers, and executives, and you earn senior stakeholders' confidence with clear, well‑structured recommendations. Strong written and verbal communication is a must.

• AI fluency: You have a practical instinct for using AI to increase your leverage. You also know its limits and hold its output to the same standard as your own work.

• Advanced Excel or Sheets is a must. Experience with Salesforce, SQL, and BI tools is a plus.

• Experience in Sales, Sales Strategy, Business Operations, or Revenue Operations is a plus.

Location: This is an in‑office role based in our San Francisco headquarters.