Head of GTM Architecture

Clay; New York (NY); On-site; USD 150,000 - 200,000; Full time

Job summary

Clay in New York is seeking a Head of GTM Architecture to design and build a cohesive revenue engine that aligns sales, marketing, and customer experience. In this role, you will establish processes, define responsibilities, and ensure effective implementation of GTM initiatives.

The ideal candidate will have over 10 years of experience, including significant roles in revenue operations at hypergrowth SaaS companies. Strong quantitative skills and leadership experience in dynamic environments are essential for success.

Qualifications

• 10+ years in business strategy and operations, with at least 5 years in revenue operations at a SaaS company.
• 5+ years of management experience in hypergrowth environments.
• Track record of implementing innovative GTM strategies.

Responsibilities

• Architect the GTM operating rhythm end-to-end.
• Design GTM process and methodologies for sales.
• Define rules of engagement for the GTM team.

Skills

Business strategy

Operations analysis

Revenue operations

People management

Quantitative modeling

AI integration

Job description

GTM Architecture @ Clay

We're excited for our Head of GTM Architecture to design and build our revenue engine so that sales, marketing, and CX are rowing in the same direction with clear accountability and real leverage. Internally you'll be at the center of designing how we plan, inspect, incentivize, and course-correct. You'll partner closely with our GTM leaders. Externally, you'll immerse yourself with our customers as a practitioner-evangelist of Clay and the future of GTM.

What You'll Do

• Architect the GTM operating rhythm end-to-end: sit in every forecast call, design inspection and accountability cadences, and close inefficiencies across sales, CX, and marketing. Partner closely with our GTM leadership.

• Design GTM process and methodology: design and implement sales process changes, develop playbooks, and create field assets

• Define rules of engagement: establish clear swim lanes, design territory assignments, manage deal splits, and refine routing and handoffs

• Lead implementation and change management for GTM initiatives: ensuring proper sequencing, communication, and measurement of field adoption

• Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high-leverage questions like segment prioritization, connect the dots across the GTM

• Partner with GTM Engineering and GTM Ops: to push Clay's product into new use cases, propose extensions, and contribute to our practitioner-led product feedback loop

• Build a high-performing and supportive team, the clay way

What You'll Bring

• 10+ years of experience in business strategy, operations, and analysis with at least 5 years in revenue operations & strategy at a hypergrowth SaaS company

• 5+ years of people management experience in hypergrowth environments: Proven track record of hiring and developing high-performing teams: you've enabled and supported impressive careers

• You've implemented novel GTM strategies with measurable business impact: reinvented the playbook before from first principles and are excited to do it again

• Exceptional quantitative modeling skills with expertise in SaaS GTM finance and measurement

• Executive (but still grounded) presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet!"

• An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes

• You're excited to spend time speaking with our customers and community to bring Clay's best practices to market