Reporting to the Director of Revenue Strategy & Analytics, the Sales Strategy Lead is the primary business partner to the Sales VPs. This role owns the strategy work for our scaling GTM machine: translating analytical output into GTM recommendations, owning segment-level business reviews, and the daily grind of driving our sales execution forward in partnership with Sales leadership.
This is an embedded, high-trust role. The Sales VPs should be coming to this person first — for deal strategy, territory questions, pipeline reads, and planning inputs. The right candidate has both the analytical horsepower to own a segmentation model and the credibility to challenge a VP of Sales on their pipeline. This role starts as a senior IC and grows into a team lead as we scale.
The right candidate is actively building with AI tools, with a specific point of view on how that changes the way a sales strategy function operates.
Responsibilities
GTM Strategy & Sales VP Partnership
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Serve as the primary strategic partner to Sales VPs on segment strategy, territory design, ICP prioritization, sales plays, and growth initiatives.
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Own QBR preparation and delivery for your segments: synthesize pipeline data, field signal, and competitive dynamics into clear recommendations.
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Lead territory carving, account tiering, and sales play development in partnership with Sales leadership and RevOps.
Planning & Investment Analysis
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Partner with peers and cross-functionally on annual and quarterly planning: pressure test our GTM investment thesis with deep inspection and quantitative viewpoints about segment-level targets, territory models, and capacity inputs.
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Maintain an ongoing read on segment performance — win rates, deal velocity, pipeline health — and bring proactive recommendations when the trend lines shift.
Operating Cadence
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Own the weekly operating rhythm for your segments: forecast inputs, pipeline reviews, and leadership staff meeting prep.
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Prepare executive materials that go from raw data to clear recommendation — not decks that describe the problem.
AI-Native Operations
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Build AI-native workflows into how this role operates: account research, pipeline review prep, competitive briefs, and executive content generation.
Qualifications
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7+ years spanning at least two of: revenue/sales operations, quota-carrying sales or customer ownership, and GTM strategy or management consulting
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Has been embedded with a quota-carrying sales team — not adjacent to it
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Strong analytical skills; can go from raw data to executive recommendation without a data team supporting every request
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SQL proficiency: independently queries Salesforce-derived data
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Has owned at least one major GTM motion end-to-end: territory redesign, quota modeling, QBR architecture, or sales play development
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Actively using AI tools in current workflow
Preferred
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Experience at an AI/ML infrastructure or developer tools company
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Background in management consulting or strategic finance before a GTM role
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Familiarity with GPU economics or consumption-based pricing models
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Has supported a sales org through a significant scaling event