Head of GTM Architecture

What You'll Do

• Architect the GTM operating rhythm end-to-end: sit in every forecast call, design inspection and accountability cadences, and close inefficiencies across sales, CX, and marketing. Partner closely with our GTM leadership.
• Design GTM process and methodology: design and implement sales process changes, develop playbooks, and create field assets
• Define rules of engagement: establish clear swim lanes, design territory assignments, manage deal splits, and refine routing and handoffs
• Lead implementation and change management for GTM initiatives, ensuring proper sequencing, communication, and measurement of field adoption
• Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high-leverage questions like segment prioritization, connect the dots across the GTM
• Partner with GTM Engineering and GTM Ops: to push Clay's product into new use cases, propose extensions, and contribute to our practitioner-led product feedback loop
• Build a high-performing and supportive team, the clay way

What You'll Bring

• 10+ years of experience in business strategy, operations, and analysis with at least 5 years in revenue operations & strategy at a hypergrowth SaaS company
• 5+ years of people management experience in hypergrowth enrvironments: Proven track record of hiring and developing high-performing teams: you've enabled and supported impressive careers
• You’ve implemented novel GTM strategies with measurable business impact: reinvented the playbook before from first principles and are excited to do it again
• Exceptional quantitative modeling skills with expertise in SaaS GTM finance and measurement
• Executive (but still grounded) presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet!”…