VP, GTM

VP, GTM

Location: Vancouver, BC or Toronto, ON (Preferably Vancouver)

Role Overview

Operto is entering its next stage of growth with our ONE product, and we're looking for a VP, GTM to build and lead the commercial engine that gets us there.

This is not a role for someone looking to inherit a mature sales organization and simply manage the number. We're looking for a builder, someone who has been part of scaling a B2B SaaS company, understands what changes as a startup moves into its next phase of growth, and knows how to create a repeatable, predictable and high performing GTM motion.

You will own month-over-monthARR growth and net retention targets by leading Operto's broader GTM motion, combining proven and novel marketing strategies that curate the top of funnel in 1M+ hotel TAM and systematic development of sales pipeline , commit and upside forecasting, and bottom of the funnel conversion with a passion for finding exponential growth targets.

You lead and curate systems using the best of sales technology/AI to achieve hotel marketing leadership in our category and create a best-in-class sales and marketing group. You'll work closely with our CEO and senior leadership team to determine not only how we sell today, but how Operto needs to sell to win tomorrow.

What You'll Own

Build the GTM engine

• We've got some ambitious goals. This role will develop and execute ONE's GTM strategy against our growth goals.
• Translate company targets into a clear revenue plan, organizational structure and execution strategy.
• Refine segmentation, territories, sales motion and market approach.
• Build a GTM model that is scalable, measurable and repeatable.

Own revenue performance

• Take accountability for new ARR, pipeline generation, conversion and revenue growth.
• Build rigorous forecasting and pipeline management practices that give the organization visibility and predictability.
• Establish the KPIs and operating cadence needed to understand what's working, what isn't and where we need to move faster.
• Partner with Product, Finance, Marketing, People & Culture and the CEO on revenue planning, targets and investment decisions.

Build a high-performing commercial organization

• Assess the current GTM organization and determine what capabilities, structure and talent we need
• Recruit, coach and develop exceptional A-talent.
• Establish clear expectations, accountability and performance standards across the team.
• Create the sales methodology, enablement and playbooks required to shorten ramp time and improve productivity.

Connect the entire customer journey

• Create strong alignment across Sales, Marketing, Product, Finance, and People & Culture
• Ensure customer and market insights influence our positioning, product strategy and commercial decisions.
• Build an effective land and expand motion that considers acquisition, retention and expansion as part of one revenue strategy.

Be an executive leader

• Operate as a member of the senior leadership team with accountability beyond the sales function.
• Bring a data-driven perspective to company strategy, planning and resource allocation.
• Communicate revenue performance, opportunities and risks clearly to the executive team.
• Help shape the next chapter of Operto.

What We're Looking For

We're looking for someone who has done this before.

You have:

• 5+ years GTM leadership experience, ideally within a startup or scale up environment.
• Experience with directly driving / achieving exponential customer growth (i.e. increasing MoM). Ideally from 100 to 1000 customers.
• A demonstrated track record of helping take a saas business through a meaningful stage of growth.
• Experience building a sales organization not simply inheriting and operating one.
• Proven success creating a predictable pipeline and consistently delivering against ambitious revenue targets.
• Strong command of SaaS economics and metrics including ARR, pipeline coverage, win rate, sales velocity, CAC, retention and expansion.
• Experience designing sales processes, territories, compensation structures, forecasting and operating cadences.
• The ability to move between strategy and execution. You're comfortable in a Board conversation and equally comfortable getting into the details of a deal or pipeline review.
• Experience hiring, developing and leading high performing sales teams.
• Strong executive presence with the ability to challenge assumptions, influence across functions and create accountability.

Most importantly, you're a builder, operator and leader.

You know that scaling a SaaS company requires more than hiring more salespeople. It requires building the systems, talent, discipline and GTM strategy that make growth repeatable.

What Success Looks Like

Within your first year, we expect to see:

• A clearly defined and executable GTM strategy.
• Increased pipeline coverage and predictability.
• Improved conversion and sales velocity.
• Stronger forecasting accuracy.
• A scalable sales organization with the right structure and talent.
• Strong alignment across all departments.
• A commercial engine capable of supporting the next stage of growth.

Why You'll Love Working at Operto:

• Comprehensive Health Benefits: Enjoy coverage with extended health benefits, including health, vision, and dental care. Your well-being is our top priority!
• Paid Time Off: Recharge with ample paid time off, because we believe a balanced life is a successful life.
• Competitive Compensation: Receive a salary and benefits package that reflects your experience and skills, recognizing and rewarding your value to our team.
• Dynamic & Supportive Team: Join a high-achieving, collaborative team that supports growth, and celebrates success together.
• Hybrid Work: Enjoy the flexibility of hybrid work opportunities, while staying connected with our team.
• Winter Break: We have a reduced working schedule from December 25th to January 1st annually, allowing our team to enjoy the festive season with their loved ones without affecting their vacation balance.
• We're champions of diversity. Our diverse backgrounds, skills, and abilities make us stronger. We work hard to make Operto a place where everyone feels welcome, respected and supported.
• Salary Range: Pay Rate: This compensation range takes into account a wide range of factors that are considered in making compensation decisions including but not limited to job-related skills, experience and relevant training or education, business and organizational needs. CAD: $150,000 annually + commissions