Head of GTM Strategy & Operations, Enterprise (AI)

Location: San Francisco, New York, or Seattle, United States

Salary: $275,200–$336,700 USD annual base salary, plus equity and benefits for eligible roles.

Company

Scale AI develops reliable AI systems, high-quality data, and full-stack technologies for enterprises, governments, and leading AI model providers.

What you will do

• Define enterprise segment, industry, account, coverage, territory, pricing, packaging, and route-to-market strategies.
• Build market sizing, segmentation, account-tiering, funnel analysis, and deal-economics models.
• Own the enterprise GTM operating model, including CRM, forecasting, reporting, planning tools, metrics, and executive dashboards.
• Run pipeline reviews, forecast calls, QBRs, performance reviews, annual planning, capacity modeling, headcount planning, and quota setting.
• Set the sales enablement agenda and measure its impact on ramp time, win rate, and deal quality.
• Lead and develop an established team spanning sales enablement and revenue operations while partnering with Sales, Finance, Marketing, Product, and Solutions Engineering.

Requirements

• 8–12+ years of experience across GTM strategy and revenue operations, including in-house ownership of GTM Strategy, RevOps, or Sales Operations.
• Experience managing and developing teams, including managers or senior functional leads.
• Strong quantitative skills across segmentation, market sizing, unit economics, capacity models, and quota models.
• Experience with complex enterprise sales motions in high-growth B2B SaaS or platform companies.
• Hands-on experience with sales systems, forecasting, enterprise compensation plans, and sales enablement.
• Strong executive communication skills, familiarity with Salesforce, Clari, planning and reporting tools, and fluency in SQL or equivalent.

Nice to have

• Technical curiosity or experience with technical products.
• Familiarity with AI, ML, or data platforms.

Culture & Benefits

• Inclusive and equal opportunity workplace with reasonable accommodations for applicants with disabilities.
• Comprehensive health, dental, and vision coverage.
• Retirement benefits, learning and development stipend, and generous paid time off.
• Potential commuter stipend and equity compensation for eligible roles.

Hiring process

• Salary placement depends on work location, skills, experience, qualifications, interview performance, and education or training.
• Candidates must wait 90 days before being reconsidered for the same role.