Senior GTM Strategy & Revenue Operations Analyst

Baseten; United States; On-site; USD 120,000 - 180,000; Full time

Job description

• Baseten is building the infrastructure layer for AI — and we’re now building the team that will scale how we take it to market. This is a foundational hire on our GTM Strategy & Revenue Operations team, sitting at the intersection of strategic planning and field execution


• You’ll work directly with the CRO, Head of Revenue Operations and partner closely with Finance, field leadership, and our Central Ops team


• On any given week, you might be refining our pipeline generation model, building a territory coverage analysis, designing a new GTM motion, or partnering with a regional leader to understand what’s driving a trend in their pipeline


• This is a rare opportunity to be an early GTM strategy and operations hire at one of the fastest-growing companies in AI infrastructure — and to help define how we scale


• GTM Planning, Target Setting & Market Intelligence:


• Contribute to the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting


• Build and maintain coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning


• Support quota framework development, helping translate top-down targets into field-level plans that are credible and motivating


• Develop and maintain Baseten’s segmentation logic: how we carve the market by industry, company profile, consumption potential, and AI maturity


• Contribute a point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities


• Partner with Central Ops on ICP and TAM database strategy to ensure segmentation is grounded in clean, enriched data


• Translate data into a clear business narrative for leadership and the field; democratize insights so the revenue org can self-serve


• Pipeline Generation & Forecast:


• Contribute to the design of the pipeline generation model: coverage ratios, qualified pipeline definitions, and input assumptions


• Support the PG cadence: track actuals vs. model, surface gaps early, and partner with field leadership to course-correct


• Play an active role in the weekly forecast process, helping build the business narrative that connects leading indicators to revenue outcomes


• Build and maintain the analytics layer that powers GTM decision-making, from pipeline dashboards to cohort analyses to efficiency metrics


• Field Execution & Plan Refinement:


• Partner with the field to identify gaps in the business and develop structured plans to address them, supporting real-time actions as well as insights to guide QBRs, pipeline reviews, etc


• Analyze regional pipeline health, win/loss trends, and rep productivity to proactively surface insights that feed back into refining the GTM plan


• Contribute to execution optimization projects: improving the sales process, post-sale journey, and conversion at key funnel stages


• Close the loop between what’s happening in the field and what needs to change in the plan


• New Motions & Experimentation:


• Support the design and execution of structured experiments to test new GTM approaches: new segments, new channels, new acquisition or expansion motions


• Help build the measurement framework to evaluate what’s working and create a clear path to scaling what wins


• Partner with RevOps and Central Ops to operationalize successful experiments into repeatable playbooks


• Be a foundational member of the GTM team at one of the most important companies in the AI infrastructure space


• Work on problems that are genuinely hard and genuinely new — consumption-based GTM at AI scale doesn’t have an existing playbook


• High ownership, high visibility, direct access to leadership

Benefits

• Remote-first work environment. The Baseten team is welcome to work from wherever they want; fully remote, in our San Francisco office, or a mix of both. Today, our team (including our founding team) is spread across the United States, Canada, and Armenia. We provide a $1,000 stipend for you to make your home-office comfortable and productive


• Regular in-person team summits. We get together as a team three times a year to plan, workshop, and most importantly, get to know each other better


• Unlimited PTO. We ask that everyone take at least 4 weeks of vacation. And we have a company-wide break between Christmas and New Year’s Day


• Full healthcare coverage. Medical, dental and vision insurance for you and your family


• Paid parental leave. 16-weeks fully paid parental leave (adoptive and non-birth parents included) and flexibility with schedules while returning to work


• Company-sponsored 401(k) for you to contribute to


• Learning and development budget. We encourage you to take classes, attend conferences, and invest in your craft and we’ll cover expenses to make it happen

This role requires someone who can think rigorously, build things from scratch, and operate with speed and judgment in an environment where the playbook is still being writtenHands-on builder: comfortable working in AI coding tools, spreadsheets, BI tools, SQL, and CRM systems; you don’t wait for someone else to pull the dataExposure to a company scaling through a Series B-D inflection point a plus; you have a sense of what good looks like and what breaks as you growExceptional analytical chops: you can build a coverage model, a cohort analysis, and a leadership-ready forecast narrative, and you know which one the moment calls forBias toward action — you’d rather ship something good and iterate than wait for perfectStructured thinker and clear communicator: you can take a complex GTM problem, break it down, and present a crisp recommendation to a senior audienceCurious about the AI infrastructure market; you want to understand what we sell, who buys it, and why3-5 years in GTM strategy, revenue operations, sales strategy, or a related function, ideally at a high-growth B2B SaaS or infrastructure companyComfortable with ambiguity; you can define the problem before solving itCollaborative operating style: you work across functions (Finance, field leadership, Central Ops, Enablement) and know how to get things done without formal authorityAI Fluency: you actively use AI tools to drive your own productivity, in how you analyze data, structure problems, draft communications, and accelerate your workStrong business judgment: you don’t just surface data, you tell people what it means and what to do about itExperience with consumption-based or usage-based business models strongly preferred; you understand the difference between ARR and revenue, and how to think about drawdown, expansion, and net retentionBackground in consulting and/or banking / finance a plus