Head of GTM Strategy & Ops

claylabs; New York (NY); On-site; USD 180,000 - 240,000; Full time

Job summary

Clay seeks a Head of GTM Strategy & Ops to design and lead the revenue engine, aligning sales, marketing, and CX with clear accountability. You will influence planning, inspection, incentives, and course-correction while partnering with GTM leaders.

You'll drive process optimization, change management, and field adoption across a fast-growing SaaS organization. This role centers on strategic impact and scalable growth at Clay in New York.

Qualifications

• Experience building and scaling go-to-market engine for hyper-growth SaaS.
• Strong ability to forecast, model, and drive alignment across teams.
• Proven leadership in hiring and developing high-performing teams.
• Executive presence with data-driven decision making.
• Comfort presenting to executives and challenging assumptions.

Responsibilities

• Architect the GTM operating rhythm end-to-end with forecast, inspection, and accountability cadences.
• Design and implement GTM processes, playbooks, and field assets.
• Define engagement rules: swim lanes, territory assignments, and deal routing.
• Lead GTM initiative implementation with clear sequencing and measurement of adoption.
• Partner with GTM Finance on comp planning and capacity modeling; inform strategic questions.
• Collaborate with GTM Eng and Ops to extend product usage and collect feedback.
• Build and mentor a high-performing Clay team.

Skills

GTM Strategy

Revenue Ops

SaaS Growth

Leadership

Forecasting

Job description

About Clay

AI is unleashing the biggest wave of company creation in history. Clay's mission is to be the engine those companies use to grow to their full potential.

Clay predicts the next best action for your business and then helps you take it. We started by aggregating the best data for B2B companies. Then, we built the infrastructure to run any personalized campaign on top of it, including emails, ads, landing pages, and workflows that make reps more productive. Now, we're building agents that can help grow your company for you. We're already helping thousands of customers - including Anthropic, OpenAI, Google, and Visa - go to market with unique data, signals, and AI research.

In 2026, we raised a $115M Series D at $7.1B Valuation led by Wellington - and are on track to cross $200M in revenue this quarter. We also launched a $1M Scholarship fund for GTME Education.

Some things to know about us:

• Our community includes 17,000+ customers, 200+ integration partners, 125+ agencies, 50+ Clay clubs, and 30k members on Slack.


• Our culture is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.


• All employees can work with world-class coaches who specialize in creativity, management, and more.


• Our operating principles - including negative maintenance and non-attached action - guide our work. Read more about them here.


• Read about us in the NYT, Forbes, First Round Review, and more.

Hear from our employees directly on our Glassdoor page!

Head of GTM Strategy & Ops @ Clay

We're excited for our Head of GTM Strategy & Ops 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 hyper-growth SaaS company


• 5+ years of people management experience in hyper-growth 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