The Mission

Build the operating system that enables a dual-motion GTM org (PLG + enterprise) to scale with precision, speed, and cohesion. Architect systems and strategy that power reps, unlock funnel conversion, and drive Office Ally’s next $100M in revenue.

What You'll Own

This is a builder role — not just an optimizer. You'll be the architect of a scalable, insights-driven GTM engine. Key focus areas:

Sales Enablement & GTM Support

Stand up the sales enablement function from scratch

Build onboarding, training, and performance support programs

Partner across product marketing, solutions, and sales to close execution gaps

GTM Systems & Infrastructure

Own and evolve our Salesforce instance and GTM tech stack (SQL, Gong, HubSpot, ZoomInfo, Conga)

Drive adoption, hierarchy cleanup, and automation (lead routing, approvals, etc.)

Work within complex, legacy SQL structure to improve usability without overengineering

Data & Insights

Build dashboards and define metrics across pipeline, rep performance, funnel conversion, CAC, LTV, churn, etc.

Partner with Finance to strengthen forecasting and reporting discipline

Territory Design & Segmentation

Implement capacity planning, quota modeling, and territory assignments across PLG and Enterprise teams

Align segmentation with ICP insights and GTM strategy

Funnel Optimization & Lead Conversion

Diagnose and activate 500+ dormant PLG signups

Optimize the self-serve to sales handoff, collaborating tightly with Product, Marketing, and Sales

Strategic Projects

Support pricing process (strategy owned by Bain)

Lead special initiatives (e.g., onboarding program overhaul, AI tooling exploration, new segment launch)

Who You Are

Builder & Systems Thinker: You’ve built from 0→1, not just optimized what already existed.

Enablement-First Mindset: You see enablement as revenue strategy, not just content or training.

GTM Strategist: You understand how sales actually works — you’ve built territory models, comp plans, and go-to-market motions.

Cross-Functional Influencer: You can win trust across Sales, Marketing, Product, and Compliance without owning their orgs.

Scrappy & Strategic: You operate confidently in ambiguity, but never lose the plot. You can craft a 30/60/90 and a 12-month plan.

Experience We're Looking For

Must-Haves:

Proven leadership in Sales/Revenue Operations, ideally supporting dual motions (PLG + enterprise)

Deep enablement expertise: onboarding, L&D, rep performance

Salesforce power user (bonus: SQL familiarity or ability to partner with SFDC/SQL teams)

Experience owning GTM reporting, metrics, dashboards, and insights

Track record of creating scalable systems, not just fixing broken ones

Nice-to-Haves:

Experience in RCM, EHR/PM, or highly regulated B2B infrastructure

Familiarity with Marketing Ops, data enrichment, or lead lifecycle optimization

Built comp plans, performance dashboards, and onboarding for 50+ rep teams