Director of GTM Operations
Job Category: Sales & Marketing
Location: California, United States
Employment Type: Permanent
Location Terms: On-site
As they prepare for scale, they’re hiring their first GTM leader to build the entire commercial function from scratch. You’ll shape the go-to-market roadmap, own early revenue operations, stand up foundational tools, and be the driving force behind market research, customer acquisition, and outbound execution.
Key Responsibilities
- Define and execute GTM strategy across customer acquisition, messaging, and conversion
- Draft MoUs and scopes of work; act as a commercial partner in early customer deals
- Establish CRM and lead management systems to support a scalable revenue engine
- Build out foundational sales processes: top-of-funnel, mid-funnel, post-sale success
- Conduct market research to validate opportunity size, timelines, and ICPs
- Lead outreach strategies (email, events, cold calls) with technical and business stakeholders
- Interface closely with Product and Engineering to deliver structured customer feedback
- Create initial pricing strategies and support product-market fit decisions
Key Requirements
- Experience in GTM, RevOps, or commercial leadership in early-stage B2B startups
- Track record standing up GTM infrastructure from zero (CRM, playbooks, outreach engines)
- Experience working with complex or technical products (e.g. robotics, SaaS, hardware/software)
- Ability to draft and negotiate commercial agreements, scopes of work, and MoUs
- Comfortable acting as both a builder and operator – hands-on with spreadsheets and systems
- Excellent communication skills across technical, marketing, and sales stakeholders
- Curious, fast learner, and comfortable working in ambiguity
- Strong commercial instincts with the ambition to grow into a Chief Commercial Officer role