ABOUT THE ROLE:The VP of GTM Strategy and Operations will lead the largest pillar of the centralized Revenue Operations function. This role owns territory design, account segmentation, pipeline governance, forecast accountability, and compensation and incentive strategy across all Trace3 regions and verticals. The ideal candidate will take a year of GTM design work and turn it into a scalable, lasting go-to-market operating model for Trace3.
WHAT YOU'LL DO:Go-to-Market Design and Territory Strategy- Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers
- Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts
- Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers
- Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence
Pipeline Governance and Forecast Accountability- Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one
- Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target
- Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation
- Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments
Comp and Incentive Strategy- Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors - account penetration, deal quality, and formation compliance, not just bookings volume
- Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins
- Partner with Finance to drive comp efficiency over time through smarter plan design
Analytics and Team Leadership- Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard
- Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring
- Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales
QUALIFICATIONS & INTERESTS: - 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations, with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
- Demonstrated track record building or restructuring a centralized RevOps function inside a complex, multi-segment B2B business - owning the commercial engine, not managing a regional silo
- Direct ownership of territory design, quota setting, and comp plan architecture at scale; has held regional sales leaders accountable to a standard model
- Hands-on experience with pipeline governance and forecast accountability - managing the number, not just reporting it
- Financial fluency: comfortable reading deal-level P&L, modeling comp plan costs, and connecting territory design decisions to EBITDA contribution; prior experience in Finance, FP&A, or a Controller role is a meaningful differentiator
- Experience operationalizing strategic work - converting a framework, model, or consulting deliverable into something the business runs on every day
- Background in technology distribution, value-added reselling, or systems integration - understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin is made at the deal level
- Experience with account segmentation, propensity modeling, or territory design tools; comfortable inheriting and running a model you did not build
- Familiarity with NetSuite or ConnectWise as a CRM and quoting system of record
- Experience leading GTM design through a commercial transition - M&A integration, vendor consolidation, or a major go-to-market restructuring
Actual salary will be based on a variety of factors, including location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ. Certain positions may also be eligible for variable incentive compensation, such as bonuses or commissions, that is not included in the base salary.
Estimated Pay Range
$250,000-$350,000 USD
The Perks- Comprehensive medical, dental and vision plans for you and your dependents
- 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
- Competitive Compensation
- Training and development programs
- Major offices stocked with snacks and beverages
- Collaborative and cool culture
- Work-life balance and generous paid time off
