GTM Strategy & Ops Lead

Vibehackers; San Francisco (CA); On-site; USD 170,000 - 210,000; Full time

Benefits offered by this job

Equity

Health benefits

Cutting-edge AI

Transparent culture

Job summary

Arena Intelligence seeks a GTM Strategy & Ops Lead to shape growth and own the commercial operating foundation. You will partner with founders, GTM leadership, finance, product, engineering, and the sales team to build reporting, processes, and systems that enable scalable enterprise revenue.

Reporting to the Head of Finance, you will drive go-to-market rhythms, pricing and packaging decisions, and quote-to-cash processes.

Qualifications

• 6+ years of experience in GTM strategy, revenue operations, or related roles at a high-growth enterprise software company.
• Experience running GTM rhythms (pipeline reviews, forecasting, performance reporting) as the operations partner to sales.
• Direct pricing/packaging decisions experience and fluency in consumption-based revenue models.
• Track record solving ambiguous commercial problems, including large non-standard deals.
• Working knowledge of quote-to-cash and CRM-billing-accounting handoffs.
• Able to extract insights with SQL or a BI tool and communicate recommendations.

Responsibilities

• Run go-to-market operating cadence with pipeline reviews, forecasting discipline, and business reviews for sales leadership.
• Define and build unified pipeline and usage reporting for GTM and finance.
• Act as operational partner to the sales team, providing analysis and account visibility.
• Set pricing and packaging strategy, design rate cards and discount guardrails.
• Develop GTM approaches for new segments: sizing, packaging, and sales processes.
• Lead the deal desk to structure large agreements and convert deals into repeatable processes.
• Own quote-to-cash from order form through metering, billing, and revenue recognition with accounting.
• Collaborate with product and engineering to ensure SKUs are instrumented and billable.

Skills

GTM Strategy

Revenue Operations

Sales Operations

Forecasting

Pricing Strategy

Packaging

Deal Desk

Quote-to-Cash

Data Analysis

SQL

BI Tools

Cross-functional Collaboration

Stakeholder Management

Strategic Thinking

Consumption-based Revenue Models

AI vibe coding

Tools

CRM

Salesforce

Billing systems

Accounting systems

Tableau

Looker

Job description

Uses vibe coding and AI assistants in daily workflow.

About the Role

Arena Intelligence is hiring a GTM Strategy & Ops Lead to own the commercial foundation for growth: pipeline and forecast discipline, pricing and packaging, deal structuring, and quote-to-cash. You will partner with founders, GTM leadership, finance, product, and engineering to build reporting, processes, and systems that enable scalable enterprise sales.

Job Description

Role

Arena Intelligence is seeking a GTM Strategy & Ops Lead to shape growth strategy and own the commercial operating foundation. Reporting to the Head of Finance, you will partner with founders, go-to-market leadership, finance, product, engineering, and the sales team to build the reporting, processes, and systems that support scalable enterprise revenue.

Key Responsibilities

• Run go-to-market operating cadence, including pipeline reviews, forecasting discipline, and business reviews to give sales leadership a clear read on performance.
• Define and build unified pipeline and usage reporting consumed by GTM and finance.
• Serve as operational partner to the sales team, providing analysis, account-level visibility, and process support.
• Set pricing and packaging strategy and execute rate card design, discount guardrails, and monetization of new products.
• Develop GTM approaches for new segments: opportunity sizing, investment cases, coverage models, packaging, and sales processes.
• Run the deal desk: structure and pressure-test large commercial agreements and convert signed deals into repeatable processes.
• Own quote-to-cash from order form through metering, consumption tracking, and billing accuracy in partnership with accounting.
• Partner with product and engineering to ensure new SKUs are instrumented, billable, and correctly represented in systems.

Requirements

• 6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting, including experience at a high-growth technology company selling to enterprises.
• Experience running GTM operating rhythms (pipeline reviews, forecasting, performance reporting) as the operational partner to sales.
• Direct experience with pricing and packaging decisions and fluency in consumption/usage-based revenue models.
• Track record of structuring and implementing ambiguous commercial problems, including large non-standard agreements.
• Working knowledge of quote-to-cash mechanics and typical handoffs between CRM, billing, and accounting.
• Comfortable pulling your own data using SQL or a BI tool.
• Fluent with AI and vibe coding in daily workflow and able to judge when to rely on AI versus manual work.
• Strong written and verbal communication and the ability to partner with sales leadership and executives.
• High ownership and sound instincts about when processes should be built.

Reporting & Team Context

• Reports to the Head of Finance; small team environment where many processes and systems are still being built.

What We Offer

• Competitive compensation and equity aligned to the markets where team members are based.
• Comprehensive health and wellness benefits (medical, dental, vision) and additional support programs.
• Opportunity to work on cutting-edge AI with a small, mission-driven team.
• A culture emphasizing transparency, trust, and community impact.

SQL BI tools CRM Billing systems Accounting systems AI vibe coding

Skills

GTM Strategy Revenue Operations Sales Operations Forecasting Pipeline Management Pricing Strategy Packaging Deal Structuring Quote-to-Cash Data Analysis SQL Business Intelligence Cross-functional Collaboration Stakeholder Management Communication Project/Process Ownership Strategic Thinking Consumption-based Revenue Models