GTM Strategy & Operations Lead

Perplexity; San Francisco (CA); On-site; USD 210,000 - 240,000; Full time

Job summary

Perplexity is seeking a GTM Strategy & Operations Lead for its Enterprise team in San Francisco. This individual will own the analytical and operational foundation of the sales organization, partnering with the VP of Sales and frontline leaders across all motions.

The role reports to the VP of Sales and focuses on building planning, forecasting, and performance infrastructure for a fast-growing AI enterprise business.

Qualifications

• Significant experience in GTM strategy, sales operations, or revenue ops at high-growth companies.
• Strong SQL and hands-on analytical skills; pull data and build models independently.
• Deep familiarity with Salesforce and data warehouses (e.g., Snowflake).
• Proven ability to run an operating cadence with senior sales leaders.
• Strong communication, both written and verbal, with executives.
• Comfortable moving between long-range planning and day-to-day questions.

Responsibilities

• Run the GTM operating cadence, including pipeline reviews, forecast calls, and quarterly business reviews, and manage data and narrative.
• Build and own the sales forecasting process for a defensible quarterly view.
• Design and maintain territory and segment models across all sales motions.
• Develop sales capacity, coverage, and quota models linked to revenue targets.
• Own enterprise funnel reporting: conversion, pipeline health, rep productivity, ramp.
• Conduct analyses to identify success and gaps, turning findings into executive recommendations.
• Drive cross-functional GTM initiatives from planning through execution.
• Partner with Sales, Marketing, Customer Success, and Strategic Finance to ground the plan in shared data.

Skills

GTM strategy

Sales operations

Revenue operations

Analytical skills

Education

Bachelor's degree or equivalent experience

Tools

SQL

Salesforce

Snowflake

Job description

Perplexity is seeking a GTM Strategy & Operations Lead to join our Enterprise team. In this role, you will own the analytical and operational foundation of our sales organization, working directly with the VP of Sales and front-line sales leaders across all of our sales motions. This role is ideal for a hands-on operator who has helped a sales organization grow through its messiest stages and wants to build the planning, forecasting, and performance infrastructure for one of the fastest-growing enterprise businesses in AI.

This is an individual contributor role reporting to the VP of Sales

Responsibilities

• Run the GTM operating cadence, including weekly pipeline reviews, forecast calls, and quarterly business reviews, owning both the underlying data and the narrative
• Build and own the sales forecasting process, giving leadership an accurate and defensible view of the quarter
• Design and maintain territory and segment models across all sales motions, and own the territory carve process
• Build sales capacity, coverage, and quota models that connect hiring plans to revenue targets
• Own performance reporting across the funnel: conversion, pipeline health, rep productivity, attainment, and ramp
• Conduct strategic analyses to identify where the business is working and where it is not, and turn findings into clear recommendations for sales leadership
• Drive high-priority cross-functional GTM initiatives, from annual planning through execution
• Partner with Sales, Marketing, Customer Success, and Strategic Finance to keep the go-to-market plan grounded in shared data

Qualifications

• Significant experience in GTM strategy, sales operations, revenue operations, or a similar function at a high-growth company, with direct exposure to what breaks as a sales team scales and a record of fixing it
• Strong SQL and hands-on analytical skills; you pull your own data and build your own models rather than waiting on analyst support
• Deep familiarity with Salesforce and experience working directly in a data warehouse such as Snowflake
• Proven ability to run an operating cadence with senior sales leaders and hold the organization to it
• Skilled at structuring ambiguous problems and communicating recommendations clearly to executives
• Comfortable moving between long-range planning and same-day operational questions
• Exceptional written and verbal communication; comfortable presenting to senior stakeholders
• Bachelor's degree or equivalent experience

Nice to Haves

• Experience operating a usage-based or consumption business model, where forecasting and planning go beyond seat counts
• Background in management consulting, strategic finance, or corporate strategy prior to an operating role
• Experience at an AI or enterprise infrastructure company

Compensation Range: $210K - $240K