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Director, GTM Strategy & Operations_2026

5 hours, 40 minutes ago
United States
Full-time
Executive
Sales Operations
Sales and Business Development
Cybersecurity
Apply Now
At-Bay

At-Bay

At-Bay provides cyber insurance solutions tailored for businesses, combining advanced cybersecurity technology with comprehensive coverage to effectively manage and mitigate digital risks.

Insurance
251-1K
Founded 2016
$296M raised
View All Jobs 4

Description

  • Define GTM priorities, market segmentation, customer targeting, distribution, channel, and coverage strategies.
  • Identify, design, test, validate, and operationalize new GTM motions and growth initiatives.
  • Build business cases, financial models, operating models, milestones, and success metrics for strategic initiatives.
  • Lead annual and quarterly GTM planning, including capacity, pipeline, bookings, and revenue plans.
  • Own forecasting, performance measurement, KPI definitions, dashboards, pipeline reviews, and business reviews.
  • Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures.
  • Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention.
  • Own GTM technology infrastructure, CRM governance, data quality, reporting, and Revenue Operations processes.
  • Develop and implement AI use cases across prospecting, research, outreach, pipeline management, forecasting, enablement, and analytics.
  • Lead cross-functional initiatives and present GTM performance, priorities, and analytical findings to senior leadership.

Requirements

  • 7–12+ years of experience in GTM strategy, business operations, Revenue Operations, strategy consulting, or related roles.
  • Experience in a high-growth B2B technology company, ideally SaaS, cybersecurity, or another complex GTM environment.
  • Strong understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economics.
  • Strong analytical and financial modeling skills with the ability to translate complex data into business decisions.
  • Experience designing, testing, and scaling GTM motions or growth initiatives.
  • Experience leading annual planning, forecasting, territory design, quota setting, capacity planning, and related GTM processes.
  • Strong working knowledge of AI and a clear perspective on its impact on modern GTM organizations.
  • Cross-functional leadership skills and the ability to influence Sales, Marketing, Product, Finance, Security, and executive teams.
  • Ability to move between executive-level strategy and detailed operational execution.
  • Good judgment, intellectual curiosity, and a bias toward simple, practical solutions that produce measurable results.

Interested in this position?

Apply directly on the company website

Apply Now

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