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Head of GTM Strategy & Operations, Enterprise

Scale AISan Francisco, CAEnterprise Sales
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Salary
Not listed
Job type
Full-time
Posted
13 Feb 2026
Status
Open · checked 7d ago

About this role

Role Overview

Scale AI is seeking a Head of GTM Strategy & Operations to join the Enterprise Sales department in San Francisco, California. This senior leadership position directs the strategy for market penetration alongside the operational engine required for predictable execution. It is an ideal opportunity for an experienced professional looking to shape enterprise growth through analytics, systems leadership, and cross-functional collaboration.

Key Responsibilities

Design analytical foundations for enterprise growth, including market sizing, segmentation, account tiering, and coverage models.
Direct hypothesis-driven funnel evaluations to address conversion drivers, win and loss patterns, and deal economics.
Partner alongside Finance and Product departments to build pricing, packaging, and deal structures for enterprise agreements.
Shape annual planning, executive materials, and board reporting while acting as a strategic thought partner to Enterprise Sales leaders.
Manage the enterprise GTM operating model, overseeing CRM systems, forecasting standards, and data integrity via the RevOps Manager.
Drive the sales cadence by running pipeline reviews, forecast calls, QBRs, and quarterly planning such as capacity modeling and quota setting.
Partner with the Head of Sales Enablement to improve onboarding, ramp time, and win rates through targeted training programs.
Collaborate on enterprise compensation plan design, quota governance, and attainment tracking.

Requirements

Possess 8 to 12+ years of professional background spanning revenue operations and GTM strategy, such as corporate strategy, investing, or strategy consulting combined with in-house tech experience.
Bring proven experience managing and developing a team, including oversight of other managers or senior functional leads.
Demonstrate quantitative depth across market sizing, unit economics, segmentation, and capacity models.
Show a track record of implementing and measuring recommendations derived from complex data sets.
Display hands-on familiarity with sales systems, enterprise forecasting, and compensation plan design within high-growth B2B SaaS or platform businesses.
Exhibit executive communication skills capable of influencing senior leaders, along with a strong command of SQL and GTM software stacks like Salesforce and Clari.

Nice to Have

Technical curiosity or prior exposure alongside technical products.
Familiarity with data platforms, artificial intelligence, or machine learning.

Skills and Tools

GTM Strategy and Revenue Operations
Enterprise Compensation and Quota Design
Sales Enablement and RevOps Stack Management
Market Sizing and Segmentation Modeling
SQL
Salesforce and Clari

Salary and Benefits

Eligible full-time positions located in San Francisco feature a base salary range of $275,200 to $336,700 USD, determined by factors such as location, qualifications, and interview performance. Employees in eligible roles receive equity-based compensation subject to board approval. Comprehensive benefits include medical, dental, and vision coverage, retirement benefits, learning and development stipends, commuter stipends, and generous paid time off.

About the Company

Scale AI focuses on developing reliable artificial intelligence systems for major decisions globally. The organization supplies high-quality data and full-stack technologies that support leading models, assisting enterprises and government bodies in deploying impactful AI applications. Scale AI collaborates with prominent industry leaders and public sector agencies, maintaining a strong commitment to being an inclusive, equal opportunity workplace.

How to Apply

Interested candidates should visit the official Scale AI careers page to submit an application for this position.

Skills and tech stack

SQL

Questions candidates ask

Where is the Head of GTM Strategy & Operations role located?

The position is based in San Francisco, California.

Who does this position report to?

This role reports directly to the Vice President of Enterprise Sales.

What level of experience is required for this job?

Candidates must have 8 to 12+ years of experience spanning revenue operations and GTM strategy.

What is the salary range for the San Francisco location?

The base salary range for this full-time position in San Francisco is $275,200 to $336,700 USD.

What direct reports fall under this role?

The Head of Sales Enablement and the RevOps Manager report directly to this position.

Ready to apply?

The application is on the official Scale AI careers page.

Apply on company site