The RoleGlobality is unifying Marketing, Sales, and Customer Success under a single Go-to-Market organization. As we bring these functions together, we are architecting a single, trusted operating layer that gives GTM leadership an accurate view of the business and one unified rhythm of metrics that Marketing, Sales, and Customer Success are all accountable to.
Working closely with the GTM leadership team, this role will build that 'single truth' operating layer from the ground up - the systems, definitions, and cadences that make cross-functional execution possible. As the function matures and the business scales, this person will have the opportunity to hire and build out functional operations leads (Marketing Ops, Sales Ops, CS Ops).
This role owns the operational infrastructure that strategy runs on, so that whatever motion leadership sets can actually be executed, measured, and managed consistently across functions.
What You Will Do- Build the executive reporting layer for the GTM organization - a unified, comprehensive dashboard leadership can use to run the business
- Design the cascading metrics framework that connects company-level revenue targets down through function-level goals, team-level targets, and individual quotas - so every level of the organization is working against numbers that ladder up to the same top-line target
- Own the forecasting model and cadence for the combined GTM organization, including pipeline coverage ratios, conversion benchmarks by stage, and the rhythm of forecast calls and business reviews with leadership
- Establish one shared set of definitions for pipeline stages, MQL/SQL, win/loss, churn, expansion, and other core metrics, and govern them as the single source of truth across functions
- Design account segmentation and territory logic that works across CS, Sales, and Partner territories
- Partner with GTM leadership on quota-setting, capacity planning, and comp plan design so incentives stay aligned to the metrics the organization is managing to
- Run the recurring cross-functional metrics review and QBR/business review process
- Build the operational infrastructure for land-and-expand - usage/adoption signals, expansion triggers, and renewal risk indicators that give Sales and CS a shared, timely view of when an account is ready to expand or at risk of churning
- Partner with Product and Finance on the operational mechanics behind pricing and packaging, including consumption-based/usage pricing - ensuring quoting, billing, and revenue recognition processes can support whatever pricing model leadership adopts, especially for new offerings coming to market
- Own the GTM systems and data roadmap in partnership with IT - audit current CRM, marketing automation, and CS platforms, close integration and data-hygiene gaps, and rationalize the tech stack over time
What You Bring- 6+ years in Revenue Operations, GTM Operations, or equivalent, including experience building the function from an early or fragmented state
- Direct experience unifying reporting/metrics across Marketing, Sales, and Customer Success - not just Sales Ops alone
- Fluency with CRM and GTM systems (e.g., Salesforce, HubSpot, Gainsight or equivalent CS platform, BI/dashboarding tools)
- Strong track record influencing senior functional leaders and ELTs
- Comfort operating in ambiguity and building from scratch
We build together. In person. We're in the Palo Alto office four days a week because the best ideas-and the fastest decisions-happen face to face.
The anticipated annual base salary range for this position is $150,000 - $300,000. Actual compensation may vary based on factors such as experience, skills, and location. This information is provided in accordance with the California Equal Pay Act.
