Clay

Head of GTM Architecture

Clay

full-time

Posted on:

Location Type: Hybrid

Location: New York City • New York • United States

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Job Level

Lead

About the role

  • 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

Requirements

  • 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 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
Benefits
  • All employees can work for free with world-class coaches who specialize in creativity, management, and more.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
business strategyoperationsanalysisrevenue operationsquantitative modelingSaaS GTM financeGTM process designchange managementsales process implementationperformance measurement
Soft Skills
people managementteam developmentcommunicationexecutive presenceproblem-solvingcustomer engagementcollaborationleadershipadaptabilitycritical thinking