5-7 years in GTM strategy or sales operations at high-growth firms
Strong SQL skills for data analysis and modeling
Proficient in Salesforce and data warehousing tools like Snowflake
Experience engaging senior sales leaders with operational cadences
Ability to analyze complex problems and present clear recommendations
Comfortable balancing strategic planning with immediate operational needs
Excellent verbal and written skills for stakeholder communication
Responsibilities
Run the GTM operating cadence with pipeline reviews and forecasts
Build and manage the sales forecasting process for accurate quarter views
Design territory and segment models across sales motions and manage territory carve outs
Develop models connecting sales capacity and hiring plans to revenue goals
Oversee performance metrics including conversion rates and rep productivity
Conduct analyses to highlight business strengths and weaknesses with actionable insights
Drive cross-functional GTM initiatives from planning to execution
Benefits
Collaborative work environment with cross-functional teams
Opportunity to shape the sales infrastructure in a high-growth AI enterprise
Hands-on role directly influencing sales planning and performance
Access to data-driven decision-making tools
Possibility of contributing to the overall go-to-market strategy of the company
Full Job Description
Perplexity is seeking a GTM Strategy & Operations Lead to join our Enterprise team. In this role, you will own the analytical and operational foundation of our sales organization, working directly with the VP of Sales and front-line sales leaders across all of our sales motions. This role is ideal for a hands-on operator who has helped a sales organization grow through its messiest stages and wants to build the planning, forecasting, and performance infrastructure for one of the fastest-growing enterprise businesses in AI.
This is an individual contributor role reporting to the VP of Sales
Responsibilities
Run the GTM operating cadence, including weekly pipeline reviews, forecast calls, and quarterly business reviews, owning both the underlying data and the narrative
Build and own the sales forecasting process, giving leadership an accurate and defensible view of the quarter
Design and maintain territory and segment models across all sales motions, and own the territory carve process
Build sales capacity, coverage, and quota models that connect hiring plans to revenue targets
Own performance reporting across the funnel: conversion, pipeline health, rep productivity, attainment, and ramp
Conduct strategic analyses to identify where the business is working and where it is not, and turn findings into clear recommendations for sales leadership
Drive high-priority cross-functional GTM initiatives, from annual planning through execution
Partner with Sales, Marketing, Customer Success, and Strategic Finance to keep the go-to-market plan grounded in shared data
Qualifications
Significant experience in GTM strategy, sales operations, revenue operations, or a similar function at a high-growth company, with direct exposure to what breaks as a sales team scales and a record of fixing it
Strong SQL and hands-on analytical skills; you pull your own data and build your own models rather than waiting on analyst support
Deep familiarity with Salesforce and experience working directly in a data warehouse such as Snowflake
Proven ability to run an operating cadence with senior sales leaders and hold the organization to it
Skilled at structuring ambiguous problems and communicating recommendations clearly to executives
Comfortable moving between long-range planning and same-day operational questions
Exceptional written and verbal communication; comfortable presenting to senior stakeholders
Bachelor's degree or equivalent experience
Nice to Haves
Experience operating a usage-based or consumption business model, where forecasting and planning go beyond seat counts
Background in management consulting, strategic finance, or corporate strategy prior to an operating role
Experience at an AI or enterprise infrastructure company
