Head of GTM Strategy & Ops

Head of GTM Architecture

We’re excited for our Head of GTM Architecture to design and build our revenue engine so that sales, marketing, and CX are rowing in the same direction with clear accountability and real leverage. Internally you’ll be at the center of designing how we plan, inspect, incentivize, and course‑correct. You’ll partner closely with our GTM leaders. Externally, you’ll immerse yourself with our customers as a practitioner‑evangelist of Clay and the future of GTM.

• Architect the GTM operating rhythm end‑to‑end: sit in every forecast call, design inspection and accountability cadences, and close inefficiencies across sales, CX, and marketing. Partner closely with our GTM leadership.
• Design GTM process and methodology: design and implement sales process changes, develop playbooks, and create field assets.
• Define rules of engagement: establish clear swim lanes, design territory assignments, manage deal splits, and refine routing and handoffs.
• Lead implementation and change management for GTM initiatives, ensuring proper sequencing, communication, and measurement of field adoption.
• Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high‑leverage questions like segment prioritization, connecting the dots across the GTM.
• Partner with GTM Engineering and GTM Ops to push Clay's product into new use cases, propose extensions, and contribute to our practitioner‑led product feedback loop.
• Build a high‑performing and supportive team, the Clay way.

• 10+ years of experience in business strategy, operations, and analysis with at least 5 years in revenue operations & strategy at a hyper‑growth SaaS company.
• 5+ years of people‑management experience in hyper‑growth environments: proven track record of hiring and developing high‑performing teams, enabling and supporting impressive careers.
• You’ve implemented novel GTM strategies with measurable business impact: reinvented the playbook from first principles and are excited to do it again.
• Exceptional quantitative modeling skills with expertise in SaaS GTM finance and measurement.
• Executive (but still grounded) presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet!"
• An informed perspective on AI and real examples of how you’ve put it to work in your workflows or team processes.
• You’re excited to spend time speaking with our customers and community to bring Clay's best practices to market.