VP, GTM Strategy & Operations (Remote)
$250,000–$350,000 year
Remote · Irvine, California, United States
Job Summary
VP of GTM Strategy and Operations to lead Trace3's centralized Revenue Operations pillar, owning territory design, account segmentation, pipeline governance, forecast accountability, and compensation/incentive strategies across regions and verticals. The role includes standing up governance for pipeline reliability, driving an end-to-end go-to-market design, and building an analytics capability from scratch. Key responsibilities include standardizing coverage models, designing and maintaining white-space targets, defining data hygiene standards, enabling cross-functional collaboration with Finance on comp plans, and leading strategic GTM initiatives through a scalable operating model. The candidate will oversee talent transitions into a centralized RevOps structure, hire and develop Strategy Analysts and related roles, and partner with Finance to optimize compensation programs while ensuring alignment with EBITDA contribution. Required experience includes multi-region GTM strategy, centralized RevOps ownership, and familiarity with CRM/quoting tools (e.g., NetSuite, ConnectWise) and propensity modeling. The role emphasizes strategic design, operational governance, and people leadership in a complex B2B environment.
Required Qualifications
- 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations
- At least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
- Direct ownership of territory design, quota setting, and comp-plan architecture at scale
- Experience with pipeline governance and forecast accountability
- Familiarity with CRM systems (NetSuite or ConnectWise) and quoting systems
- Financial fluency including deal-level P&L understanding and modeling of comp costs
- Experience transitioning or restructuring GTM functions (M&A integration, vendor consolidation, or major go-to-market changes)
- Background in technology distribution, VAR/SI channels, or multi-vendor deal structures
- Ability to map and transition GTM capabilities and build analytics from scratch
- Leadership in hiring and developing RevOps talent
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