GTM Strategy & Operations Lead

Kindredventures; San Francisco (CA); On-site; USD 140,000 - 200,000; Full time

Job summary

Doist is seeking a data-driven GTM leader in San Francisco to own forecasting, cadence, and territory design. You will build models, drive reporting, and partner with sales, marketing, and finance to align hiring with revenue targets.

The role requires strong SQL, Salesforce, and Snowflake skills, plus proven ability to communicate insights to executives and steer cross-functional initiatives.

Qualifications

• Extensive experience in GTM strategy and sales operations at high-growth firms.
• Proficient SQL; builds own data models without heavy analyst support.
• Deep Salesforce familiarity; experience with Snowflake data warehouse.
• Proven ability to run an operating cadence with senior sales leadership.
• Strong problem solving with clear executive communication.
• Comfortable switching between long-range planning and daily ops.
• Bachelor's degree or equivalent experience.

Responsibilities

• Run the GTM operating cadence with weekly pipeline reviews and quarterly reviews.
• Build and own the sales forecasting process for leadership visibility.
• Design and maintain territory and segment models; manage carve process.
• Create sales capacity, coverage, and quota models linked to hiring.
• Own funnel performance reporting: conversion, pipeline health, productivity, ramp.
• Perform strategic analyses and provide recommendations to sales leadership.
• Lead cross-functional GTM initiatives from planning to execution.
• Collaborate with Sales, Marketing, Customer Success, and Strategic Finance on data-grounded GTM plans.

Skills

GTM strategy

sales operations

SQL

Salesforce

data warehousing (Snowflake)

executive communication

operating cadence

long-range planning

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Snowflake

Job description

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