Head of GTM Ops San Francisco

Braintrust Data; San Francisco (CA); On-site; USD 190,000 - 260,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Lunch, snacks, and beverages

Flexible time off

Competitive salary and equity

Wifi & cellphone stipend

Job summary

Braintrust is seeking a Head of GTM Ops in San Francisco to partner with Sales and Customer Success, optimize pipeline and pricing, and lead operational improvements across systems. You will drive analytics, model scenarios, and steer initiatives that improve revenue and customer journeys.

You will shape GTM processes, own billing handoffs, and collaborate with Finance on bookings and forecasts, while advancing CPQ and Salesforce enhancements.

Qualifications

• Owned Sales Ops or Revenue Ops at a growing B2B software company and worked deeply with CS.
• Highly analytical and able to build models, challenge assumptions, and explain next steps.

Responsibilities

• Partner with Sales and CS leaders on business decisions and coverage structures.
• Own GTM handoff from signed contract to billing, including pricing, SKUs, commitments, and credits.
• Define requirements for Salesforce, CPQ, and CS workflows; work with GTM Engineering on implementation.
• Test agents with Sales and CS and drive training and adoption.

Skills

Sales Ops

Revenue Ops

Analytical

AI tooling

Tools

Salesforce

CPQ

Forecasting

Spreadsheets

Job description

Careers

Head of GTM Ops

San Francisco

About the company

Braintrust is the agent observability platform. By actively applying intelligence to agent traces and automatically surfacing the most critical patterns, Braintrust gives teams the visibility to understand how agents behave in production and the tools to improve them.
Teams at Notion, Stripe, Box, OpenAI, and Cloudflare use Braintrust to trace their agents, find the issues in their observability data, and run evals that tell them how to improve.

We’re hiring a Head of GTM Ops to own Sales Ops and CS Ops at Braintrust. You’ll be a business partner to both teams, combining strong analytical skills and resourcefulness with deep knowledge of enterprise sales and customer success.

What you’ll own

Business partnership and analysis

• Partner with Sales and CS leaders on business decisions, from where to invest and how to structure coverage to which problems need attention first.
• Dig into pipeline, conversion, sales productivity, customer usage, retention, and expansion. Explain what’s happening, what’s behind it, and what we should do next.
• Build models, compare options, and take recommendations through execution. Work across teams to solve the problem and check whether the change helped.

Billing and Finance

• Own the GTM side of the handoff from signed contract to billing. Make sure pricing, SKUs, commitments, credits, and billing schedules are captured accurately.
• Work with Billing and Finance to resolve gaps between contracts, Salesforce, and billing records, including amendments, credits, and customer billing questions.
• Give Sales and CS visibility into usage against customer commitments and upcoming charges. Provide reliable bookings, renewal, and usage inputs for Finance’s planning and revenue forecast.

Systems and process improvements

• Define business requirements and priorities for Salesforce, CPQ, and CS workflows. Work with GTM Engineering, Systems, and Data on implementation.
• Make new products and pricing changes ready for the field, from quoting tools and Salesforce to billing handoffs and team training.
• Partner with GTM Engineering on the product management work for our internal agents. GTM Engineering owns the agents; you bring Sales and CS needs, help define requirements and success criteria, and prioritize improvements together.
• Test agents with Sales and CS, give GTM Engineering actionable feedback, and drive training and adoption. Measure whether the agents are improving the work and use that feedback to shape the next iteration together.

What we’re looking for

• You’ve owned Sales Ops or Revenue Ops at a growing B2B software company and worked deeply with CS. You understand enterprise selling, customer onboarding, adoption, renewals, and expansion.
• You’re highly analytical. You can take an ambiguous question, work through the data yourself, build a model, challenge your assumptions, and explain what the business should do next.inique
• You have range. You can move between a planning model, a complicated deal, and the details of a broken process, then work across teams to get the fix in place.
• You’re AI pilled and use agents in your own work. You can show us how you’ve used them to change how the work gets done.
• You bring good product judgment to operations. You can turn a messy operational problem into clear requirements, help decide what’s worth building, and weigh the benefit against the complexity and upkeep.
• You understand usage-based business models and can work through commitments, credits, variable usage, and their impact on pricing and billing.
• You’re comfortable in Salesforce, spreadsheets, and the details of a quote or contract. You’ve worked with CPQ, forecasting, and commercial approval workflows.

Benefits include

• Medical, dental, and vision insurance
• Daily lunch, snacks, and beverages
• Flexible time off
• Competitive salary and equity
• Wifi & cellphone stipend

Equal opportunity

Braintrust is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.