Position: GTM Strategy & Operations, Associate
Department: Commercial Operations
Reports to: EVP, Commercial Operations
Location: Remote (Austin or Dallas, TX area preferred / commutable)
About the roleYou will own strategic GTM initiatives at Interplay Learning and run the operating rhythm that keeps our commercial teams aligned. Reporting directly to the EVP of Commercial Operations, you will work across marketing, SDR, sales, and revenue leadership, driving programs owned by people outside your reporting line and getting them to completion and adoption.
This is a strategy-and-operations role, not an analyst seat. You will be handed a quarterly mandate and expected to figure out the path: diagnose what is actually happening in the funnel, design the fix, build it (increasingly with AI tools like Claude), and change how teams work. You will become hands-on in Salesforce and HubSpot because that is where the work lives, but you are hired for judgment, structure, and follow-through.
Why this role- Direct exposure to executive decision-making. You report to an EVP and sit in the weekly revenue leadership meeting from day one. You will see how a venture-backed, Series-C company makes GTM decisions, and you will shape them.
- Real ownership, fast. Several of our strongest GTM team members came from management consulting and program management backgrounds. They own cross-functional programs within their first quarter. This role is built the same way.
- Mission that matters. Interplay trains the skilled-trades workforce (HVAC, electrical, plumbing, facilities, data centers) with immersive simulation and AI. The labor gap we are solving is one of the defining workforce problems of the decade.
- A modern operating stack. Salesforce, HubSpot, Omni, Gong, and Claude, with a mandate to automate manual work rather than absorb it.
- Growth path. This role is designed to grow into broader strategy and operations leadership as you demonstrate ownership.
What you'll own- Cross-functional GTM programs. Lead strategic initiatives from planning through execution and measurement, including our ROI program and skill-leveling initiatives. Set the plan, align owners across teams, track progress, and make sure programs deliver the intended result, not just a deliverable.
- Account strategy and targeting. Drive strategic account sequencing and targeting so marketing and SDR teams work the right accounts in the right order. Partner with the EVP of Revenue and SDR leader on territory design, account assignments, top-account planning, and target-list development by segment.
- Funnel diagnosis. Own the view of where prospects stall or leak between marketing and sales. Isolate the mechanism (conversion, follow-up, routing, data quality), propose the fix, and get it adopted.
- Analysis, automation, and process improvement. Use data, AI, and automation to surface insights, improve pipeline and rep performance, and remove manual work. Build and maintain the workflows, reporting, lead management, and campaign processes the GTM teams run on.
- The commercial operating rhythm. Run the weekly revenue leadership meeting as chief of staff to the EVP: set the agenda, build pre-reads and the weekly metrics view (pipeline coverage and quality, lead follow-up, rep performance, progress to target), capture decisions and actions, assign owners, and drive follow-through to completion.
Who you are- An owner, not an analyst. You have driven initiatives to completion and adoption, and you can walk through one end to end, including how you got people who did not report to you to change what they do.
- A structured thinker and clear communicator. You frame problems before solving them, write crisply, and are credible in front of executives and sellers alike.
- Diagnostic by instinct. You reason from mechanism, isolate before concluding, and know the difference between leading and lagging signals.
- A builder with AI. You use Claude or similar tools daily as a working instrument for analysis, drafting, and automation, and you can show something you built.
- Self-directed against a mandate. Given a quarterly objective and a messy starting point, you sequence the work, prioritize well in a resource-conscious environment, and keep multiple live workstreams moving.
- Comfortable in the systems. You are willing to get hands-on in Salesforce and HubSpot, building reports, lists, and workflows yourself, and you learn tools quickly.
Requirements- 2-3+ years in management consulting, strategy and operations, business operations, program management, a chief-of-staff role, or GTM/revenue operations. B2B SaaS exposure is a plus, not a requirement.
- A track record of driving initiatives to completion and adoption, with a specific example you can walk through end to end.
- Demonstrated use of AI tools (Claude especially) for analysis, drafting, and automation, with a built example to show.
- Strong analytical and written communication skills; comfortable building a view from raw data and presenting it to leadership.
- Willingness to become a hands-on Salesforce and HubSpot operator within your first 90 days. Prior admin or power-user experience is a plus.
Nice to have- Hands-on experience in Salesforce and HubSpot, including data-model fluency
- Territory design, account planning, or target-list development
- Conversation intelligence (Gong) and sales engagement tools (Nooks)
- BI and forecast tooling (Omni, Looker, Tableau)
- ROI or value-engineering program experience
- Experience operating through a real period of organizational change
Pay: $100k-$110k annual salary
Final compensation will reflect the candidate's experience and demonstrated impact.
What to expect from our interview processWe know your time is valuable, so here's a general sense of what to expect. Steps can vary a bit by role:
- Recruiter intro call
- Wonderlic Select Assessment
- Hiring manager conversation
- Team or peer panel interview
Interviews are conducted remotely unless a step calls for something different.
