GTM Strategy & Ops Lead - Enterprise Growth & AI

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

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.