Head of GTM Operations

Summary

Join Shelf as the Head of GTM Operations and lead the execution of the go-to-market (GTM) strategy across sales, partner sales, and marketing. You will ensure alignment and integration among teams, holding leaders accountable for organizational goals. This highly execution-focused role requires daily translation of strategy into action. You will run weekly meetings, manage critical GTM projects, and optimize GTM processes for efficiency and scalability. The ideal candidate has 10+ years of GTM experience in B2B SaaS, with at least 3-5 years in management, and a proven track record of scaling GTM operations in a high-growth environment. The goal is to optimize and amplify Shelf's GTM motion, driving significant growth.

Requirements

• Experience: 10+ years of progressive experience in GTM, Sales, Marketing or Revenue Operations roles within high-growth B2B SaaS companies
• At least 3-5 years in a management capacity (managing teams or large projects), with a track record of scaling GTM operations in a $20M→$100M+ ARR environment. (Military leadership experience is a strong plus.)
• Builder of Systems & Rituals: Strong track record of creating structured management systems (e.g. OKRs, performance dashboards, weekly cadences, issue escalation workflows) that align teams and drive sustained performance
• Leads by Example: You show up prepared, follow through on commitments, and set a high bar for operational excellence. Your discipline and personal drive model the behavior you expect from others
• Operational Excellence: Exceptional organizational skills and attention to detail – you bring rigor and discipline to planning and execution. You have demonstrated the ability to create structure and process where it may not exist, and to establish repeatable operating rhythms that drive focus and accountability. You pride yourself on running a tight, predictable ship in an otherwise fast-paced environment
• Strategic & Tactical Balance: Comfortable operating at both the strategic and tactical level. You can zoom out to craft long-term GTM strategy and frameworks, but also dive into the trenches to solve immediate problems and get things done. In other words, you can design the playbook and run the plays – whatever the situation calls for
• Management & Communication: Excellent communication and interpersonal skills, high emotional intelligence and a servant-leader mindset that focuses on making your team better. Tough but Fair: Not afraid to hold people accountable, even when it’s uncomfortable
• Self-Motivation & Drive: Self-motivated and outcome-driven, with a competitive drive to win and continuously improve. You set high standards for yourself and others, and take initiative to solve problems without waiting for direction. The ideal candidate thrives in a dynamic, sometimes ambiguous startup environment and maintains a sense of urgency in pursuing goals
• Industry & Domain Knowledge: Deep understanding of SaaS business models and B2B sales motions (e.g. familiarity with both mid-market and enterprise sales cycles). Experience working with or managing partner sales channels and marketing programs is highly valuable. You stay up-to-date on modern Revenue Operations best practices and maybe even have exposure to emerging tools (AI in sales, automation, etc.)
• B2B SaaS Background with a Bachelor's degree
• Experienced manager who will roll up their sleeves and do whatever is necessary to help the team win
• Work extraordinary hours - NO 9 to 6 people need apply - save us both time
• Ability to adapt and thrive in a fast-paced, cutting-edge AI product company
• Winning mindset with a track record of bringing out the best in other people
• Experience in scaling GTM teams and operations in high-growth environments

Responsibilities

• Align Cross-Functional GTM Execution: Break down silos and ensure Sales, Marketing, and Partner teams operate in lockstep under a unified GTM plan. Establish a structured operating cadence – e.g. weekly team huddles, monthly performance reviews, quarterly business reviews – to keep everyone on the same page regarding goals, deadlines, and deliverables. Facilitate these regular check-ins to maintain focus, surface issues early, and adjust tactics as needed for success
• Establish and Enforce GTM Management Systems: Design and maintain the operating system for GTM leadership – including structured meeting cadences, standardized reporting templates, goal-tracking tools, and post-mortem processes to create institutional learning
• Lead Weekly GTM Meetings: Own the agenda, facilitation, and follow-through for cross-functional GTM meetings. Ensure that updates are concise, blockers are surfaced, KPIs are reviewed, and owners are held accountable to commitments. Drive resolution of conflicts or ambiguity across teams
• Create a Culture of High Accountability: Define clear expectations and KPIs for Sales Ops, Marketing Ops, Partner Ops (if applicable), and hold GTM leaders and their teams accountable for delivering results. When performance is lacking, intervene quickly with diagnostics, coaching plans, or structural changes
• Optimize GTM Processes: Continuously refine and standardize core go-to-market processes to improve efficiency and scalability. This spans lead management, handoff between marketing and sales, opportunity pipeline reviews, deal desk approvals, and quarterly territory/quota planning. Identify bottlenecks or friction points in the sales cycle and collaborate with teams to implement solutions
• Lead Cross-Functional GTM Initiatives: Drive special projects and initiatives that involve multiple GTM functions. You will be the point person for orchestrating these projects and making sure they stay on schedule and deliver results
• Sales Enablement & Team Development: Oversee GTM enablement efforts to make sure teams are fully trained, equipped, and informed to execute effectively. Manage the onboarding process for new sales and marketing hires, and drive ongoing training programs to continuously upskill team members
• Strategic Planning Support: Partner closely with the CRO and department heads in annual and quarterly planning cycles. Translate high-level go-to-market strategy into detailed operational plans, quota and capacity models, and project roadmaps for each team

Preferred Qualifications

Military leadership experience is a plus

Benefits

• $225K+ base plus variable
• Life changing equity
• Comprehensive health and wellness packages
• Long hours, challenging work and the ability to impact the AI industry and the future economy of the world
• Remote work in NYC Metro or SF Bay Area Preferred. Top candidates outside of these areas within the US will be considered. Travel to Stamford, CT, as needed