VP, GTM Strategy & Operations

Stord; United States; Remote; USD 220,000 - 380,000; Full time

Job summary

Stord is seeking a proven leader to run GTM Strategy & Operations, reporting to the CRO, and building the backbone of the revenue function as the company scales toward $2B+. You will own sales and marketing operations, forecasting, CRM design, and partner with Finance and Marketing to design capacity and territory plans.

You will also establish a new AI-enabled GTM enablement function, manage the GTM Engineering team, and create repeatable processes that drive growth across Direct and Partner

Qualifications

• Bachelor's degree or equivalent experience in business, operations, or a related field.
• 10+ years in Sales/GTM Operations or Sales Strategy, with at least 5 in a leadership capacity, ideally at a B2B company that scaled through a major growth inflection.
• Direct experience standing up or scaling a verticalized sales organization and/or building an Account Management function from scratch; strong command of CRM and forecasting infrastructure; experience managing an Enablement function.

Responsibilities

• GTM Operations & Sales Strategy: Own sales and marketing operations end-to-end - territory design, pipeline and forecast processes, deal desk, revenue operations, CRM and reporting infrastructure, and the Focus Account Strategy; design vertical GTM framework, account segmentation, and capacity planning; collaborate with CRO on revenue architecture toward $2B+; own Partner strategy with technology and SI partners; manage handoffs from New Business to Implementation to Account Management.
• GTM Engineering & Enablement Leadership: Build a new function for AI era staffed with Forward Deployed Engineers; manage the agent and tooling stack; maintain a shared library of automations; oversee Director of GTM Enablement; liaison between Sales and Marketing operations and Finance planning.

Skills

Leadership

Sales GTM Ops

CRM & Forecasting

Strategic planning

Cross-functional partner

Education

Bachelor's degree

Tools

Salesforce

Job description

ABOUT STORD

Stord is The Consumer Experience Company, powering seamless checkout through delivery for today's leading brands. Stord is rapidly growing and strategically scaling teams across the entire company, and seeking energetic experts to help us achieve our mission.

By combining comprehensive commerce-enablement technology with high-volume fulfillment services, Stord provides brands a platform to compete with retail giants. Stord manages over $10 billion of commerce annually through its fulfillment, warehousing, transportation, and operator-built software suite including OMS, Pre- and Post-Purchase, and WMS platforms. Stord is leveling the playing field for all brands to deliver the best consumer experience at scale.

With Stord, brands can increase cart conversion, improve unit economics, and drive sustained customer loyalty. Stord's end-to-end commerce solutions combine best-in-class omnichannel fulfillment and shipping with leading technology to ensure fast shipping, reliable delivery promises, easy access to more channels, and improved margins on every order.

Hundreds of leading DTC and B2B companies like True Classic, Native, Seed Health, goodr, Sundays for Dogs, and more trust Stord to deliver industry-leading consumer experiences on every order. Stord is headquartered in Atlanta with facilities across the United States, Canada, and Europe. Stord is backed by top-tier investors including Kleiner Perkins, Franklin Templeton, Founders Fund, Strike Capital, Baillie Gifford, and Salesforce Ventures.

The VP of GTM Strategy & Operations is focused on building and running the operational and strategic backbone of Stord's go-to-market organization - the systems, cadences, frameworks, and repeatable processes that allow the revenue team to scale from $1B toward $2B and beyond. This role combines deep operational rigor with long-range strategic thinking, sitting at the intersection of Sales, Marketing, and Finance.

The VP of GTM Strategy & Operations leads a growing team that includes GTM Operations, GTM Strategy, Partnerships, and GTM Engineering, and oversees a Director of GTM Enablement as a direct report. This is one of five VP-level direct reports to the CRO - alongside Sales, Marketing, Account Management, and Solutions Consulting - being built as part of Stord's Long Range Plan.

What You'll Do:

• GTM Operations & Sales Strategy: Own sales and marketing operations end-to-end - territory design, pipeline and forecast processes, deal desk, revenue operations, CRM and reporting infrastructure, and the Focus Account Strategy (A/B/C tiers); set the strategic framework for vertical GTM design, account segmentation, and capacity planning; partner with the CRO on the revenue architecture path to $2B+; own Partner strategy - technology partners (e.g., Shopify, Salesforce) and Systems Integrator partners - as part of the broader vertical GTM plan; own the New Business → Implementation → Account Management handoff mechanics
• GTM Engineering & Enablement Leadership: Build a new function for the AI era staffed with Forward Deployed Engineers - managing the agent and tooling stack, maintaining a shared library of proven automations, and building agentic workflows that drive repeatable processes and revenue growth; oversee the Director of GTM Enablement as a direct report; act as the connective tissue between Sales and Marketing operations and represent GTM Ops in planning conversations with Finance

Basic Qualifications:

• Bachelor's degree or equivalent experience in business, operations, or a related field
• 10+ years in Sales/GTM Operations or Sales Strategy, at least 5 in a leadership capacity - ideally at a B2B company that scaled through a major growth inflection (e.g., $500M-$2B ARR)
• Direct experience standing up or scaling a verticalized sales organization and/or building an Account Management function from scratch; strong command of CRM and forecasting infrastructure (Salesforce or equivalent), account tiering frameworks, and territory design; experience managing an Enablement function directly or through a direct report; track record as a trusted operational partner to sales leadership - not just a reporting or analytics function; comfortable operating with ambiguity in a high-growth restructure

Bonus Points:

• Experience building AI-powered or agentic workflows in a GTM context
• Background at a company that scaled through $500M-$2B in revenue
• Familiarity with supply chain, logistics, or e-commerce verticals