Role overview

As Head of GTM Strategy & Operations for Enterprise at Scale AI, you will lead the complete enterprise revenue engine—both the strategic direction and the operational infrastructure that execute it. This senior role reports to the VP of Enterprise Sales and owns the analytical foundation for enterprise growth alongside the systems, processes, and people that transform strategy into predictable quarterly results.

Key responsibilities

Develop segment and account prioritization frameworks, territory design, and market-sizing models that guide where the company competes and how it allocates resources.
Conduct diagnostic analyses of enterprise funnel performance, including win/loss patterns and conversion drivers, then translate findings into concrete changes to sales execution.
Partner with Finance and Product to shape pricing, packaging, and deal-structure strategy for enterprise agreements.
Own the enterprise GTM operating model, including account engagement strategies, funnel design, and sales execution standards that scale across the team.
Direct the RevOps systems stack—CRM, forecasting, reporting, and planning tools—ensuring data integrity and defining core GTM metrics tied to pipeline health, deal velocity, and rep productivity.
Run the sales operating cadence including pipeline reviews, forecast calls, quarterly business reviews, and performance reviews.
Set the sales enablement agenda with your Head of Sales Enablement, translating GTM strategy into onboarding, skill development, and field playbooks while measuring impact on ramp time and win rates.
Lead compensation plan design, quota governance, territory mapping, and annual/quarterly planning cycles in partnership with Sales leadership and Finance.

Requirements

Eight to twelve-plus years combining GTM strategy and revenue operations, such as strategy consulting, corporate strategy, or investing paired with in-house GTM ownership at a high-growth company.
Proven experience managing and developing an established team, including managing other managers or senior functional leads.
Demonstrated ability to frame ambiguous problems, build analytical approaches, and drive to defensible recommendations using incomplete data.
Quantitative expertise in segmentation, market sizing, unit economics, and capacity and quota modeling, with judgment about which analyses will actually influence decisions.
Track record of implementing and measuring recommendations in complex, multi-stakeholder enterprise B2B SaaS environments, not simply presenting findings.
Hands-on ownership of sales systems, forecasting, and enterprise compensation at scale, with strong command of tools such as Salesforce and Clari.
Executive-level communication skills and ability to influence senior sales leaders without direct authority, plus SQL or equivalent fluency for independent analysis.
Technical familiarity or experience; background with AI, ML, or data platforms is valued.

What makes this role worth considering

This is a highly visible senior position with regular exposure to executive leadership and board materials, working cross-functionally with Enterprise Sales, Finance, Marketing, Product, and Solutions Engineering. You will lead an established team—including the Head of Sales Enablement and RevOps Manager—with the opportunity to raise the ceiling on what that function delivers and grow capacity as the enterprise business scales.