Director/ VP GTM Strategy & Operations
$270,000–$330,000 year
Remote · United States or Canada
Job Summary
Director/VP GTM Strategy & Operations: The role is the CRO’s primary early hire responsible for designing Runway’s go-to-market machine. Lead RevOps architecture (territory design, quota modeling, forecasting with MEDDICC-based structure), deal governance, and GTM tech stack (Salesforce, Gong, Clay, Slack, Claude). Build and scale revenue operations and enablement programs, including onboarding, sales playbooks, ICP scoring, and cross-functional collaboration with Marketing & Product. Drive annual GTM planning, headcount modeling, and executive-facing dashboards; manage partnerships and cross-functional initiatives. Open to remote work across the US and Canada with existing offices in NYC, San Francisco, and Seattle; strong emphasis on AI-enabled GTM systems and enterprise sales motions.
Required Qualifications
- 8+ years in RevOps, GTM Strategy, Sales Strategy, or related roles at high-growth B2B SaaS/AI companies
- Experience building and scaling GTM infrastructure in the $100M–$500M ARR stage
- Strong ownership of forecasting, territory design, quota planning, and pipeline analytics
- Systems-oriented operator with strong analytical and problem-solving skills
- Ability to influence executives and drive alignment across Sales, Marketing, and Finance
- Hands-on experience with modern GTM tools (Salesforce, Gong, Clay, Slack, Claude, etc.)
- Experience supporting enterprise sales motions and complex deals
- Builder mindset with comfort operating in fast-paced, ambiguous environments
- Experience with GTM automation, AI tooling, or outbound systems is a plus
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