VP, GTM Strategy & Systems

About the Opportunity The hiring organization is seeking an experienced and strategic VP, GTM Strategy & Systems to own its AI-native go-to-market operating system end to end. Reporting directly to the Chief Executive Officer, this executive role partners closely with the CRO, CMO, and CFO to translate growth strategy into the data, systems, workflows, and AI-augmented processes that power the go-to-market organization.

This leadership position carries full ownership across three core pillars: GTM Ops & Analytics, GTM Engineering, and GTM Apps. The role focuses on establishing the foundational clean data, documented processes, governance, and infrastructure required to scale operations efficiently, enhance decision-making, and shift from manual workflows to AI-augmented systems at scale.

Key Responsibilities

• Own the go-to-market operating system across GTM Ops & Analytics, GTM Engineering, and GTM Apps, ensuring alignment across people, processes, data, and technology.
• Lead revenue, marketing, and partner operations, including pipeline management, forecasting, territory and quota planning, deal desk, renewals, services, funnel operations, lead routing, attribution, partner pipeline, and performance reporting.
• Build and evolve GTM architecture, encompassing process design, operating cadence, web and GTM infrastructure, and the cross-functional AI and agent layer.
• Manage the GTM technology ecosystem, including Salesforce, CPQ, marketing automation, integrations, APIs, MCP surfaces, permissions, and governance, ensuring tools operate as a unified platform.
• Partner with AI and Engineering teams to identify, prioritize, and deploy high-impact agent and workflow automation use cases across the revenue funnel.
• Build and direct the GTM Systems team, overseeing pillar leads across architecture and engineering, applications, and operations and analytics while instituting cross-functional accountability.
• Establish the GTM data foundation and operating cadence, creating shared definitions, clean data, dependable reporting, and an ongoing rhythm for pipeline reviews, forecasting, and business reviews.
• Drive measurable GTM efficiency through AI, automation, and improved systems to expand organizational capacity without linear headcount growth.

Required Qualifications

• 12+ years of experience across go-to-market functions within enterprise SaaS, including background navigating hypergrowth, business transformation, and scaling operating discipline.
• Proven track record building and owning GTM systems, data architecture, and operating infrastructure.
• Hands-on AI and automation experience in a GTM environment, including deploying agents or automated workflows and overseeing governance, permissions, auditability, and data quality.
• Deep expertise in the modern GTM technology stack, particularly Salesforce and its ecosystem, alongside revenue operations, pipeline management, forecasting, and GTM analytics.
• Demonstrated experience building teams and operating capabilities from the ground up, including diagnosing organizational gaps, designing architecture, and directing hiring and resource allocation.
• Ability to operate as both an executive strategist and a hands-on builder, comfortably navigating stakeholder discovery, process diagnostics, system architecture, and strategic prioritization.
• Executive presence and cross-functional leadership skills to drive adoption, set governance, and maintain alignment across Sales, Marketing, Customer Success, Services, Partnerships, Product, Engineering, Finance, and executive leadership.
• Demonstrated capability to make clear trade-offs, establish operational boundaries, and define functional ownership.
• Willingness and ability to undertake occasional travel.

Employment Details

• Role Title: VP, GTM Strategy & Systems
• Employment Type: Full time
• Location: United States
• Salary Range: $275,000 - $300,000 per year, commensurate with skill set and experience.