About this role
Head of Enterprise GTM Strategy & Operations
Reports to VP, Enterprise Sales · SF or NY
Reporting to the VP of Enterprise Sales, this role owns both halves of Scale AI’s enterprise revenue engine: the strategy that determines where we play and how we win, and the operating system - people, process, and systems - that makes that strategy executable, measurable, and repeatable.
On the strategy side, you set the analytical foundation for enterprise growth: segment and account prioritization, coverage and territory design, pricing and packaging inputs, and the diagnostic work that explains why the funnel behaves the way it does. On the operations side, you own the RevOps stack, forecasting, compensation design, sales enablement, and the operating cadences that convert strategy into predictable quarterly execution. The ideal candidate is equally comfortable building a segmentation model from a blank page and running a Monday morning pipeline review.
You will lead an established team, with the Head of Sales Enablement and the RevOps Manager as direct reports. Your first job is to raise the ceiling on what that team delivers: sharper analysis, tighter operating rhythm, and enablement that measurably shortens ramp and lifts win rates.
This is a senior, highly visible role partnering with Enterprise Sales leadership, Finance, Marketing, Product, and Solutions Engineering, with regular exposure to the executive team and board materials.
STRATEGY
• Define which segments, industries, and accounts Scale prioritizes, and build the analytical case behind those choices
• Build and maintain the market sizing, segmentation, and account-tiering models that drive coverage decisions and investment trade-offs
• Lead hypothesis-driven analyses of the enterprise funnel - win/loss patterns, conversion drivers, deal economics, coverage gaps - and translate findings into specific changes to how we sell
• Partner with Finance and Product on pricing, packaging, and deal-structure strategy for enterprise agreements
• Own the route-to-market point of view: direct vs. partner, land-and-expand mechanics, and where new capacity or capability is needed
• Build the strategic narrative and executive materials behind annual planning, board reporting, and major GTM investment decisions
• Serve as a strategic thought partner to Enterprise Sales leaders, bringing an independent, well-argued view on how accounts should be covered and engaged
OPERATIONS & ENABLEMENT
• Own and evolve the enterprise GTM operating model: account engagement strategy, funnel design, and sales execution standards
• Direct the RevOps systems stack (CRM, forecasting, reporting, planning tools) through the RevOps Manager, and hold the bar on data integrity and operational discipline
• Define and operationalize core GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity, with executive dashboards to match
• Run the sales operating cadence: