[Remote] Director, GTM Strategy & Revenue Operations

Note: The job is a remote job and is open to candidates in USA. ServiceTrade is a leading field service management platform dedicated to enhancing the productivity of commercial contractors. The company is seeking a Director of GTM Strategy & Revenue Operations to lead a team focused on optimizing systems, data, and processes that drive revenue growth through strategic planning, compensation design, automation, and actionable insights.

Responsibilities

• Model revenue targets and segment capacity, aligning planning assumptions across all GTM leaders
• Use ICP, whitespace data, and market intelligence to define superior seller territories and precise targeting criteria
• Model seller ramp, productivity, and attrition to accurately forecast staffing needs
• Define the compensation philosophy (e.g., pay-mix) and design role-specific incentive plans that drive desired selling and retention behaviors
• Structure SPIFs and accelerator tiers to align the field with strategic priorities
• Govern the compensation plan approval, exception process, and communicate all changes clearly to the GTM teams
• Collaborate with the AI Acceleration team, Sales, and Marketing to develop the GTM Tech Stack Roadmap
• Proactively ship automations, prompts, plugins, and lightweight agents (primarily in Claude, Gemini, and Notion) to compress recurring work and surface insights faster
• Own the administration and management of the stack (Salesforce, HubSpot Gong, Maxio, Highspot, ChiliPiper, LeanData, UserGems, ZoomInfo, and supporting automation tools) ensuring each is maximized for productivity and efficiency. Work closely with Marketing leadership to ensure best in class administration of HubSpot
• Drive automation for the Quoting and Deal Desk Process to streamline workflows for sellers
• Produce data insights that drive specific territory actions (e.g., targeting accounts by ICP, delivering cross-sell plays, identifying expansion opportunities)
• Define the standard reporting cadence, focusing on the critical metrics and high-value selling activities that matter most for productivity
• Own the unified revenue data model in Salesforce that serves as the single source of truth across all GTM teams. Ensure clean, trusted data architecture that fuels accurate reporting, AI-powered workflows, and confident decision-making across Sales, Marketing, and CS
• Partner with the CRO to define and govern the forecasting methodology, process, and supporting insights that drive the CRO Sales Cadence

Skills

• 8+ years in Sales/Revenue Operations: Experience building and growing the Sales Operations/Revenue Operations function in a high-growth B2B SaaS environment
• GTM Expertise: Proven track record in compensation design, quota modeling, and territory management
• SaaS Numeracy: Fluent in SaaS metrics (CARR, churn, LTV, CAC) and forecasting/scenario modeling fundamentals
• Tech Stack Expertise: Strong understanding of GTM Tier I and II tools including APIs, data flows, and architecture best practices
• Data Fluency: Proficient in Google Sheets (QUERY, IMPORTRANGE, connected sheets/BigQuery patterns)
• AI Builder: Proven expertise in architecting and deploying AI solutions (e.g., Claude) to drive operational efficiency and solve complex GTM challenges
• You have built quota allocation models before and have owned translating financial targets into an operational plan and attribution model
• You are familiar with the annual planning process and you know the levers to review for growth and regularly engage C-Suite and leadership in the key steps necessary for the annual go to market plan
• You understand various sales coverage models and are a strategic partner to the CRO in defining changes to a coverage model
• You have built and managed effective compensation plans, translating key SaaS metrics into incentive structures that are easy to understand and align with business goals
• You have an 'AI first' mentality and a strong background in GTM architecture best practices
• You have managed high-performing GTM engineers and administered Tier I tools like Salesforce
• You drive tool adoption with a roadmap focused on optimizing the deal desk, solving sales bottlenecks from quote-to-cash, and consistently reducing seller admin time
• You regularly provide territory-level insights that guide pipeline creation where it's missing
• You focus on establishing and tracking the critical metrics that matter most for seller productivity

Benefits

• Medical through Cigna, PPO and HDHP options, including a Health Savings Account with company contributions Dental and Vision through Unum
• Flexible Spending Account and Dependant Care Account
• Company-paid Life insurance, STD and LTD
• Voluntary benefits including Supplemental Life Insurance, Critical Illness, Accident and Pet Insurance
• 401(k) with up to 3% employer match and NO vesting period
• Flexible PTO policy
• 10 company holidays
• Parental Leave
• Paid Time Off for Volunteering
• Employee Reimbursement Program to use for well-being, technology and/or professional development

Company Overview