Director, GTM Strategy & Revenue Operations

Position

Description:

At Service Trade, you'll build technology that matters - for your career, your team, and the thousands of commercial contractors who rely on our platform every day. We're on a mission to partner with commercial trades to deliver technology that enhances technician productivity, improves customer experiences, and drives scalable growth.

We're looking for a Director, GTM Strategy & Operations who's excited to make an impact. In this role, you will be responsible for leading a team charged with designing, building, and continuously improving the systems, data, and processes that execute the operational framework powering our revenue engine. The role focuses on four core areas of responsibility: GTM Strategy and Planning;
Compensation Design & Governance;
Automation and GTM Tech Stack Oversight; and Actionable GTM Insights.

Why Service Trade:

You'll belong here from the start.

We bring together kind, curious people with diverse perspectives and trust them with meaningful work. You'll have ownership, clarity, and support to solve real problems, make a visible impact for our customers, and continue growing as your role evolves.

On the Revenue Operations team, you'll have the opportunity to be the strategic architect of our Go-To-Market (GTM) engine by designing the systems, data, and processes that translate big-picture revenue targets into an operational plan that empowers our sellers to win.

About You:

GTM Strategy and Planning. You have built quota allocation models before and have owned translating financial targets into an operational plan and attribution model. You are familiar with the annual planning process and you know the levers to review for growth and regularly engage C-Suite and leadership in the key steps necessary for the annual go to market plan. You understand various sales coverage models and are a strategic partner to the CRO in defining changes to a coverage model.

Define a Winning Compensation Plan. You have built and managed effective compensation plans, translating key SaaS metrics into incentive structures that are easy to understand and align with business goals.

Automation and GTM Tech Stack. You have an "AI first" mentality and a strong background in GTM architecture best practices. You have managed high-performing GTM engineers and administered Tier I tools like Salesforce. You drive tool adoption with a roadmap focused on optimizing the deal desk, solving sales bottlenecks from quote-to-cash, and consistently reducing seller admin time.

Insights into Action:
You regularly provide territory-level insights that guide pipeline creation where it's missing. You focus on establishing and tracking the critical metrics that matter most for seller productivity.

Key Responsibilities and

Activities:

GTM Strategy, Planning

* Annual Revenue Planning:
Model revenue targets and segment capacity, aligning planning assumptions across all GTM leaders.

* GTM Segmentation & Targeting:
Use ICP, whitespace data, and market intelligence to define superior seller territories and precise targeting criteria.

* Headcount Planning:
Model seller ramp, productivity, and attrition to accurately forecast staffing needs.

Compensation Design & Governance

* Compensation Philosophy and Design:
Define the compensation philosophy (e.g., pay-mix) and design role-specific incentive plans that drive desired selling and retention behaviors.

* Incentive Programs:
Structure SPIFs and accelerator tiers to align the field with strategic priorities.

* Governance:
Govern the compensation plan approval, exception process, and communicate all changes clearly to the GTM teams.

Automation and GTM Tech Stack

* GTM Tech Stack

Roadmap:

Collaborate with the AI Acceleration team, Sales, and Marketing to develop the GTM Tech Stack Roadmap.

* AI-Powered Automation:
Proactively ship automations, prompts, plugins, and lightweight agents (primarily in Claude, Gemini, and Notion) to compress recurring work and surface insights faster.

* Tech Stack Ownership and Optimization:
Own the administration and management of the stack (Salesforce, Hub Spot Gong, Maxio, Highspot, Chili Piper, Lean Data, User Gems, Zoom Info, and supporting automation tools) ensuring each is maximized for productivity and efficiency. Work closely with Marketing leadership to ensure best in class administration of Hub Spot.

* Process Acceleration:
Drive automation for the Quoting and Deal Desk Process to streamline workflows for sellers.

GTM Insights into Action

* Actionable Insights:
Produce data insights that drive specific territory actions (e.g., targeting accounts by ICP, delivering cross-sell plays, identifying expansion opportunities).

* Reporting & Metrics:
Define the standard reporting cadence, focusing on the critical metrics and high-value selling activities that matter most for productivity.

* Own the unified revenue data model in Salesforce that serves as the single source of truth across all GTM teams. Ensure clean, trusted data architecture that fuels accurate…