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About the Role

We are seeking a senior leader to build and own the Go-To-Market (GTM) platform, commercial ontology, and operational metrics for our rapidly scaling global operations. This role is critical for establishing a robust operational backbone to support our growth across the US, Canada, UK, Australia, and into Europe and Asia.

Responsibilities

Define and own the global customer data model, ensuring consistent representation of customer data across product events, contracts, billing, region, and ICP segments.
Govern field creation through a clear request-and-review process to prevent schema sprawl.
Own HubSpot administration, including CRM, Marketing Hub, and Sales Hub objects, properties, permissions, automation, and integrations.
Own Segment, Braze, and GTM-facing dbt models and pipelines for revenue data.
Build and maintain integrations with product usage data, finance/billing systems, and partner platforms.
Lead build-vs-buy decisions for new tooling and manage vendors for the GTM Ops stack.
Define and maintain canonical funnel stages and their entry/exit criteria.
Instrument and publish stage-to-stage conversion rates by segment, region, and ICP.
Set and enforce pipeline hygiene standards through automation and reporting.
Own the sales velocity model and its underlying metrics.
Run a structured win/loss program to capture and feed insights back into product, marketing, and enablement.
Establish and run the deal desk, codifying discount governance and approval thresholds.
Roll out and reinforce a common sales methodology, embedding it into CRM fields and deal reviews.
Build systems and tooling for onboarding and enablement in partnership with regional enablement leads.
Establish and maintain a single source of truth for revenue metrics.
Build board-ready GTM dashboards covering pipeline, funnel, productivity, retention, and attribution.
Own the data and reporting infrastructure for business reviews (WBR/MBR/QBR).
Deliver self-serve analytics for sales, marketing, and CS leaders.
Define integration patterns for the GTM stack.
Set and publish service-level objectives for revenue-critical systems.
Own the on-call rotation and incident response for GTM-platform issues.
Maintain architecture decision records (ADRs) for significant choices.

Requirements

Experience owning GTM Ops, RevOps, or revenue systems at a globally distributed company with multi-product growth.
Proven track record of scaling a GTM ops function at a SaaS company between $50M and $200M ARR.
Hands-on fluency with HubSpot (or Salesforce), Segment, Braze, SQL, dbt, and warehouse pipelines.
Track record of hiring and developing GTM Ops talent.
Passion for AI, shown through hands-on building, prototyping, or side projects.
Default to building over requesting.
Confident in thinking and open to being wrong.

Skills

HubSpot
Salesforce
Segment
Braze
SQL
dbt
Warehouse pipelines
Data ontology
Commercial ontology
Operational metrics
GTM platform management
System administration
Integration development
Vendor management
Pipeline management
Funnel management
Sales methodology
Deal desk operations
Reporting and analytics
Architecture definition
Incident response

Location

US
Canada
UK
Australia
Europe
Asia

Work Type

Full-time
Remote

Experience Level

Senior

Benefits

Healthcare
Dental
Vision
401k with 3% company match
$700 annual learning and development budget
$100/month health and wellness allowance
$500 home office budget
26 weeks paid primary parental leave
18 weeks paid secondary parental leave
Fertility support up to $7,000
Four weeks of work from anywhere per year
Serious equity

About the Company

Heidi is building the future of healthcare by providing clinicians with an AI Care Partner.
Our platform has processed data from 175 million patient visits and supported 67 million clinical hours.
We currently support 2.8 million patient sessions weekly in over 190 countries, across 110 languages and 200+ specialties.
Our mission is to double the world's capacity for care and strengthen the human connection in medicine.
We have achieved product-market fit with a popular freemium medical scribe and are expanding our offerings.
We have grown annual recurring revenue from $1 million to $50 million in two years.
We have secured US$340 million in funding, including a $100 million Series C and a $240 million growth investment.