- Company Name
- Blue J
- Job Title
- Vice President, GTM Strategy and Operations
- Job Description
-
**Job title:** Vice President, GTM Strategy and Operations
**Role Summary:**
Lead the development and execution of the go‑to‑market (GTM) strategy and revenue operations (RevOps) function, aligning Sales, Marketing, and Customer Success to drive scalable growth. Own data architecture, RevTech stack, and AI enablement to deliver actionable insights, improve forecast accuracy, and increase operational efficiency.
**Expectations:**
- Achieve world‑class efficiency (≈$1M ARR per FTE).
- Maintain forecast accuracy within ±5%.
- Accelerate funnel conversion and shorten sales cycles.
- Enable GTM teams with data‑driven clarity, productive workflows, and AI‑supported decision tools.
**Key Responsibilities:**
- Standardize and scale GTM processes, playbooks, handoffs, and cadences across Marketing, Sales, and Customer Success.
- Build and govern revenue data architecture; deliver dashboards, forecasting models, and insights for strategy and capital allocation.
- Own the RevTech ecosystem (Salesforce, HubSpot, Catalyst, Gong, etc.) and implement scalable AI workflows to boost productivity and personalization.
- Track and optimize funnel performance, rep productivity, and lifecycle metrics; define benchmarks such as ARR/FTE.
- Develop and expand enablement programs and playbooks that lift individual and team performance.
- Partner with GTM leaders to align on strategy, goals, operating rhythm, and cross‑functional initiatives.
- Recruit, lead, and nurture a high‑performing RevOps team focused on accountability, agility, and innovation.
- Serve as the strategic glue linking Marketing, Sales, and Customer Success to ensure cohesive execution.
**Required Skills:**
- 10+ years in Revenue Operations, Sales Ops, Marketing Ops, or GTM leadership within SaaS.
- Proven success in improving metrics: ARR per FTE, CAC payback, NRR, GRR.
- Deep expertise in CRM/RevTech ecosystems and integration of AI/automation into GTM processes.
- Strong systems design, data governance, and analytics capabilities.
- Demonstrated ability to develop and scale cross‑functional playbooks and enablement programs.
- Excellent leadership, alignment, and influence skills in fast‑moving scale‑up environments.
**Required Education & Certifications:**
- Bachelor’s degree in Business, Marketing, Computer Science, or related field (MBA preferred).
- Relevant certifications in Salesforce, HubSpot, or data analytics tools are advantageous.
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