Head of GTM Strategy & Ops
At a glance
Leadership Revenue & Sales Operations role at Clay Labs. New York · full-time · $230,000–$330,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build the full GTM cadence, joining forecast reviews and fixing breakdowns across sales, CX, and marketing
- Create sales methods, playbooks, field materials, and process updates for the revenue organization
- Set territory ownership, deal-credit rules, routing, handoffs, and clear boundaries between teams
- Drive GTM rollouts by sequencing work, communicating changes, and measuring adoption in the field
- Work with finance, engineering, and operations on incentives, capacity planning, product use cases, and feedback
What you bring
- At least ten years across business strategy, operations, and analysis, including five in SaaS revenue operations and strategy
- Five or more years managing people in fast-growth settings, with evidence of hiring and developing strong teams
- A record of rebuilding GTM approaches from first principles and producing measurable business results
- Strong quantitative modeling ability focused on SaaS GTM finance and performance measurement
- Practical AI experience, with examples of using it in your own workflows or team processes
Who this fits
You’ll suit a senior operator who can challenge executives clearly, work through uncertainty, and lead a high-performing team. The role also calls for regular customer and community conversations, using those interactions to bring GTM practices to market. It is a hybrid position in New York.
From the employer
About Clay
AI is unleashing the biggest wave of company creation in history. Clay's mission is to be the engine those companies use to grow to their full potential.
Clay predicts the next best action for your business and then helps you take it. We started by aggregating the best data for B2B companies. Then, we built the infrastructure to run any personalized campaign on top of it, including emails, ads, landing pages, and workflows that make reps more productive. Now, we're building agents that can help grow your company for you. We're already helping thousands of customers — including Anthropic, OpenAI, Google, and Visa — go to market with unique data, signals, and AI research.
In 2026, we raised a $115M Series D at $7.1B Valuation led by Wellington — and are on track to cross $200M in revenue this quarter. We also launched a $1M Scholarship fund for GTME Education.
Some things to know about us:
Our community includes 17,000+ customers, 200+ integration partners, 125+ agencies, 50+ Clay clubs, and 30k members on Slack.
Our culture is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.
All employees can work with world-class coaches who specialize in creativity, management, and more.
Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here.
Read about us in the NYT, Forbes, First Round Review, and more.
Hear from our employees directly on our Glassdoor page!
Head of GTM Strategy & Ops @ Clay
We’re excited for our Head of GTM Strategy & Ops to design and build our revenue engine so that sales, marketing, and CX are rowing in the same direction with clear accountability and real leverage. Internally you’ll be at the center of designing how we plan, inspect, incentivize, and course-correct. You’ll partner closely with our GTM leaders. Externally, you’ll immerse yourself with our customers as a practitioner-evangelist of Clay and the future of GTM.
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 hyper-growth SaaS company
5+ years of people management experience in hyper-growth environments: 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!”
An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes
You’re excited to spend time speaking with our customers and community to bring Clay's best practices to market
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