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About the Role
The GTM Strategy, Planning & Operations Lead owns the strategy, planning, and operating rhythm behind the go-to-market engine. This role frames and drives the company's most important GTM questions, owns revenue forecasting and unit economics modeling, runs the operating cadence that keeps the revenue organization on plan, and owns the New Year Readiness process end to end. In an AI infrastructure environment, this role is especially focused on translating strategy into capacity, coverage, and targets, blending recurring revenue forecasting with usage-driven economics, and bringing planning discipline to a business growing faster than its processes. This is a central role rather than a business-partner role: the Lead designs the global processes that serve the entire revenue organization. It reports to the Head of Revenue Operations with cross-functional partnership across Finance, HR, Sales leadership, and the broader leadership team. It is a senior individual contributor role focused on ownership and influence rather than direct management.
Responsibilities
- Structure and break down complex, ambiguous GTM problems, develop hypotheses, drive the analysis, and deliver clear recommendations
- Build high-quality, executive-ready deliverables that turn data into decisions the CRO and Head of RevOps can act on
- Serve as a thought partner to revenue leadership on segmentation, coverage, pricing direction, investment tradeoffs, and growth strategy
- Lead special projects that are top of mind for the RevOps team, moving from strategy through execution as the work requires
- Own weekly, monthly, quarterly, and annual revenue forecasts, including rolling forecasts, scenario analysis, and variance reporting
- Build and maintain driver-based models using HubSpot pipeline data, historical performance, cohort trends, and sales productivity assumptions
- Forecast across contract revenue, recurring subscriptions, and usage-based revenue streams
- Deliver actionable insights on forecast risk, pipeline quality, conversion trends, and revenue attainment
- Partner with the CRO and Head of RevOps on board-level forecast commitments and scenario planning
- Build and maintain models for CAC, LTV, payback, retention, expansion, and overall sales efficiency at the cohort and portfolio level
- Analyze segment performance, customer cohort behavior, and revenue mix trends
- Run scenario and sensitivity analysis on headcount, capacity, and investment decisions to support executive and board planning
- Translate unit economics into actionable insights on GTM investment, segment prioritization, and growth quality
- Design, build, and run the GTM operating rhythm, including forecast calls, pipeline reviews, big deal reviews, and monthly and quarterly business reviews
- Own the annual New Year Readiness process end to end: the cross-functional program that ensures the revenue organization is ready to sell on day one of the new fiscal period.
- Drive the annual and in-year planning cycles, connecting strategy to targets to territory and quota
- Establish the metrics, dashboards, and reporting that give leadership a single, trusted view of revenue performance
- Produce executive-ready reporting on revenue performance, forecast accuracy, and sales productivity
- Assemble the revenue reporting layer and translate financial and operational data into clear business narratives for the CRO, Head of RevOps, and executive team
- Partner cross-functionally with Revenue Operations, Sales, Finance, and Product on data quality and decision support
- Help establish a scalable reporting foundation across CRM, BI, and finance systems
- Lead complex, cross-functional initiatives across Sales, Finance, Marketing, and the technical teams to improve efficiency and effectiveness across the revenue organization
- Partner with the data and systems teams to ensure data accuracy, availability, and the systematic implementation of new processes
- Partner with Finance on target setting, capacity planning, and the annual planning cycle
- Partner with Sales leadership on territory design, quota setting, and coverage model decisions
Requirements
- 7+ years of experience in revenue operations, strategy, business operations, or FP&A at a high-growth technology company
- Experience in cloud, AI infrastructure, or technology environments strongly preferred
- Advanced Excel and financial modeling skills
- Strong SQL and Tableau or Power BI proficiency
- Experience working with HubSpot or a comparable CRM
- Demonstrated ability to structure ambiguous problems and deliver executive-ready recommendations
- Experience owning or running a GTM operating cadence (forecasting, pipeline reviews, QBRs) and a fiscal planning cycle
- Experience with territory design, quota setting, and capacity or headcount planning for GTM teams
- Exceptional project management skills, with a track record leading complex cross-functional initiatives
- Strong communication skills with the ability to present complex analyses clearly to executive stakeholders
- Bachelor's degree in Finance, Business, Economics, or a related field required
- Comfortable operating in a high-growth environment with evolving processes and cross-functional ambiguity
- Able to bridge strategic thinking and hands-on execution, equally comfortable framing a board-level question and building the model underneath it
- Strong analytical judgment with the ability to translate models into recommendations leadership can act on
- Analytical storyteller who can move from raw data to practical insights quickly and credibly
- Operates with high horsepower, context-switches easily, and prioritizes ruthlessly
- Management consulting, private equity, or top-tier tech strategy or business operations background is a plus, not a requirement
Skills
- Excel
- Financial modeling
- SQL
- Tableau
- Power BI
- HubSpot
- CRM
- Project management
- Communication
Experience Level
- 7+ years of experience
Education Level
- Bachelor's degree in Finance, Business, Economics, or a related field
Salary/Compensations
- $185,000 to $235,000
Benefits
- Comprehensive medical, dental, vision coverage
- 401(k) with company match
- Generous paid time-off
- Professional development support
About the Company
- Join a growing team that's pushing the boundaries of AI infrastructure. At Cirrascale, you’ll contribute to projects powering next-generation AI applications while working with top-tier hardware in a collaborative and innovative environment. From custom deployments to hands-on customer support, every role here plays a part in enabling breakthroughs in AI.