Sr. GTM Operations Business Partner

About this role

Summary: We're hiring our first dedicated Sr. GTM Operations Business Partner to become the operational backbone for our entire sales organization. Right now, our VP Sales and sales leaders route requests through DMs and hallway conversations, answered inconsistently when time allows. You'll change that by embedding directly with sales leadership as a working member of pipeline reviews, forecast calls, and staff meetings—turning reactive fire drills into proactive operational frameworks that scale as we grow from $150M+ toward $500M+ ARR.

What You'll Do: Own territory design and account assignment—model coverage, flag thin spots, execute segmentation changes that balance capacity against opportunity Operationalize quota distribution and track attainment linearity throughout the quarter, surfacing early warnings when pacing falls behind target Drive forecast quality as your core outcome—enforce pipeline discipline, stage integrity, accurate close dates, and next steps so leadership can trust the numbers Run the intake queue for all field requests—resolve against precedent, escalate with full context when needed, identify structural fixes to prevent the same question from coming back in three months Conduct variance analysis on pipeline movement and closed deals to uncover patterns, coach reps on hygiene, and give sales leaders actionable insight into what's really happening in their business Build and maintain a documented precedent library so answers given in January still hold in June, creating consistency across the entire sales organization Embed in weekly pipeline reviews, forecast calls, and regional staff meetings as a working partner—not a fly on the wall—contributing analysis and recommendations in real time Your Impact Will Be Measured Through: Forecast accuracy by segment improves quarter over quarter as pipeline discipline tightens and close date reliability increases Pipeline coverage against quota target stays visible and balanced, with thin spots flagged and addressed before they become revenue gaps Quota attainment linearity across the quarter smooths out, reducing end-of-quarter scrambles and last-day surprises Time to resolution on field-raised issues drops from days to hours, with sales leaders routing questions to you by default instead of hunting for answers themselves What You Need: 5+ years in sales operations, revenue operations, or a similar GTM operations role supporting a sales organization Demonstrated experience owning territory design, quota planning, or account segmentation in a growth-stage environment Proficiency in CRM platforms (Salesforce or equivalent) and comfort pulling your own reports, building views, and diagnosing data quality issues Track record driving forecast accuracy improvements through pipeline discipline and process enforcement Experience embedded directly with sales leadership—attending pipeline reviews, forecast calls, or staff meetings as a working participant, not just a reporter Proven ability to manage a messy intake queue without clear prioritization handed to you, deciding what to fix now versus escalate versus document for later What Will Make You Stand Out: You've built operational frameworks from scratch in a fast-paced startup where processes didn't exist yet and you had to define how things should work You're comfortable writing requirements for a systems team instead of quietly building workarounds in spreadsheets—you know when to escalate for a proper solution You've worked in an open-source, AI, or data science company where technical sales cycles and product complexity required deep operational partnership You're analytical but relational—equally comfortable running variance analysis and sitting in a staff meeting to debate coverage strategy with a VP You have hands-on experience with sales planning tools (like Clari or similar), data visualization platforms, or workflow design tools (like Miro) You embody our values: 'Curious by Default', 'Build Together', 'Own It', and 'Lead with Guts and Heart', and our behaviors: Clarity, Care and Candor You care deeply about fostering an environment where people of all backgrounds and experiences can flourish Why You'll Like Working Here: You'll thrive in a high-performance environment where results are recognized and rewarded Your work directly contributes to shaping the future of data science, machine learning, and AI in the enterprise.