The RoleReporting to the Director of Revenue Strategy & Analytics, the Sales Strategy Lead is the primary business partner to the Sales VPs. This role owns the strategy work for our scaling GTM machine: translating analytical output into GTM recommendations, owning segment-level business reviews, and the daily grind of driving our sales execution forward in partnership with Sales leadership.
This is an embedded, high-trust role. The Sales VPs should be coming to this person first - for deal strategy, territory questions, pipeline reads, and planning inputs. The right candidate has both the analytical horsepower to own a segmentation model and the credibility to challenge a VP of Sales on their pipeline. This role starts as a senior IC and grows into a team lead as we scale.
The right candidate is actively building with AI tools, with a specific point of view on how that changes the way a sales strategy function operates.
ResponsibilitiesGTM Strategy & Sales VP Partnership- Serve as the primary strategic partner to Sales VPs on segment strategy, territory design, ICP prioritization, sales plays, and growth initiatives.
- Own QBR preparation and delivery for your segments: synthesize pipeline data, field signal, and competitive dynamics into clear recommendations.
- Lead territory carving, account tiering, and sales play development in partnership with Sales leadership and RevOps.
Planning & Investment Analysis- Partner with peers and cross-functionally on annual and quarterly planning: pressure test our GTM investment thesis with deep inspection and quantitative viewpoints about segment-level targets, territory models, and capacity inputs.
- Maintain an ongoing read on segment performance - win rates, deal velocity, pipeline health - and bring proactive recommendations when the trend lines shift.
Operating Cadence- Own the weekly operating rhythm for your segments: forecast inputs, pipeline reviews, and leadership staff meeting prep.
- Prepare executive materials that go from raw data to clear recommendation - not decks that describe the problem.
AI-Native Operations- Build AI-native workflows into how this role operates: account research, pipeline review prep, competitive briefs, and executive content generation.
Qualifications- 7+ years spanning at least two of: revenue/sales operations, quota-carrying sales or customer ownership, and GTM strategy or management consulting
- Has been embedded with a quota-carrying sales team - not adjacent to it
- Strong analytical skills; can go from raw data to executive recommendation without a data team supporting every request
- SQL proficiency: independently queries Salesforce-derived data
- Has owned at least one major GTM motion end-to-end: territory redesign, quota modeling, QBR architecture, or sales play development
- Actively using AI tools in current workflow
Preferred- Experience at an AI/ML infrastructure or developer tools company
- Background in management consulting or strategic finance before a GTM role
- Familiarity with GPU economics or consumption-based pricing models
- Has supported a sales org through a significant scaling event
Total compensation for this role also includes meaningful equity in a fast-growing startup, along with a competitive salary and comprehensive benefits package. Base salary is determined by a range of factors including individual qualifications, experience, skills, interview performance, market data, and work location. The listed salary range is intended as a guideline and may be adjusted.
Base Pay Range (Plus Equity)
$182,000-$243,000 USD
