GTM Strategy & Operations, Professional Services
$293,000–$325,000 year
RemoteUnited States or San Francisco, California, United States
Job Summary
Define and drive the business and GTM strategy for Professional Services, including target customer needs, offer portfolio, positioning, pricing and packaging, partner motions, and where to standardize versus tailor delivery. Own long-range, annual, and quarterly planning for the services business, translating goals into bookings, revenue, margin, capacity, utilization, role mix, geography, hiring, and investment assumptions. Build and maintain integrated demand, capacity, staffing, and revenue models; develop scenarios and sensitivities; improve bottom-up forecast accuracy; and turn the output into clear executive recommendations. Design the management system for the business: KPIs, source-of-truth reporting, dashboards, pipeline and staffing reviews, and monthly and quarterly operating cadences. Improve the end-to-end services lifecycle from opportunity intake and scoping through commercial design, contracting, staffing, delivery, and expansion, partnering with Revenue Operations and Systems rather than duplicating their ownership. Partner with Finance, Legal, GTM, FDE, Technical Success, and delivery leaders on business cases, services economics, deal tradeoffs, resource allocation, and investment decisions. Lead ambiguous cross-functional initiatives from problem definition through implementation, creating clear decision rights, mechanisms, and accountability. Translate recurring customer and delivery patterns into inputs for product strategy, enablement, partner strategy, and more repeatable product-plus-services offerings that accelerate durable product adoption.
Required Qualifications
- 8+ years of experience in GTM Strategy & Operations, Business Operations, Strategic Finance, management consulting, or a comparable role
- direct experience in a technology Professional Services, implementation, systems-integration, consulting, or managed-services business
- Deep command of services economics and operating levers such as pipeline, bookings, backlog, revenue timing, gross margin, utilization, capacity, staffing mix, delivery quality, and customer outcomes
- Exceptional quantitative modeling skills
- ability to build auditable demand, staffing, revenue, and scenario models
- work fluently in spreadsheets
- use SQL, BI, or other data tools to test assumptions and improve decisions
- Strong commercial and GTM judgment across pricing and packaging, offer design, forecasting, resource allocation, and complex enterprise delivery motions
- A record of turning ambiguous strategy into repeatable operating mechanisms, decision frameworks, reporting rhythms, and measurable results
- Excellent executive communication and influence
- ability to frame choices, surface assumptions, and drive alignment across technical and non-technical leaders
- Demonstrated leadership of complex cross-functional programs and teams
Desired Qualifications
- People-management experience
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