GTM Operations Lead

About us

• At Sierra, we’re creating a platform to help businesses build better, more human customer experiences with AI. We are primarily an in-person company based in San Francisco, with growing offices in Atlanta, New York, and London.
• We are guided by a set of values that are at the core of our actions and define our culture: Trust, Customer Obsession, Craftsmanship, Intensity, and Family. These values are the foundation of our work, and we are committed to upholding them in everything we do.
• Our co-founders are Bret Taylor and Clay Bavor. Bret currently serves as Board Chair of OpenAI. Previously, he was co-CEO of Salesforce (which had acquired the company he founded, Quip) and CTO of Facebook. Bret was also one of Google's earliest product managers and co-creator of Google Maps. Before founding Sierra, Clay spent 18 years at Google, where he most recently led Google Labs. Earlier, he started and led Google’s AR/VR effort, Project Starline, and Google Lens. Before that, Clay led the product and design teams for Google Workspace.

What you’ll do

• Revenue Planning & Forecasting: Support the execution of revenue forecasting by leveraging data insights to drive strategic planning and financial projections. Ensure alignment with overall business objectives and market trends.
• Compensation Strategy & Planning: Design and refine compensation structures to incentivize performance, align with company goals, and maintain competitiveness in the market. Collaborate with Finance and Sales to evaluate and optimize commission plans.
• Headcount & Capacity Planning: Develop models to assess staffing needs, optimize team structures, and support efficient resource allocation as the organization scales. Ensure alignment with revenue goals and sales coverage strategies. Optimize sales territory planning to ensure equitable distribution of accounts and maximize revenue potential. Align headcount and resource allocation with sales capacity needs and revenue goals.
• Attribution & Propensity Modeling: Build and refine data-driven models to analyze customer behavior, predict demand, and identify revenue opportunities. Provide actionable insights to optimize sales and marketing efforts.
• Operational Reporting & Dashboards: Own and evolve business reporting frameworks, ensuring real-time visibility across GTM teams. Develop and manage dashboards and KPIs to track performance, optimize decision-making, and ensure data integrity in collaboration with other Ops team members.
• Process Optimization & Scalability: Establish and enforce standardized processes across GTM functions, ensuring clarity, efficiency, and scalability. Identify and remove bottlenecks in operational workflows to enhance productivity.
• Cross-Functional Collaboration & GTM Alignment: Partner with customer-facing teams, driving alignment between Sales and Agent Development. Ensure a structured operational cadence to support alignment, accountability, and continuous optimization.

What you’ll bring

• 10+ years of experience in GTM/revenue operations, sales operations, or a similar role
• Proven track record of building and scaling GTM/revenue operations in a startup or fast-growth environment.
• Experience scaling and mentoring teams during periods of high growth.
• Deep understanding of complex enterprise SaaS sales processes and dynamics.
• Strong analytical and problem-solving skills, with experience or a keen interest in SQL.
• Ideally an expert in using Salesforce.
• Exceptional communication and leadership skills, with the ability to influence stakeholders at all levels.
• Experience in partnerships and business development roles.
• Ideally has a familiarity with AI or conversational AI technologies.
• A degree in Business Administration, Finance, or a related field, or equivalent professional experience.

Our values

• Trust: We build trust with our customers with our accountability, empathy, quality, and responsiveness. We build trust in AI by making it more accessible, safe, and useful. We build trust with each other by showing up for each other professionally and personally, creating an environment that enables all of us to do our best work.
• Customer Obsession: We deeply understand our customers’ business goals and relentlessly focus on driving outcomes, not just technical milestones. Everyone at the company knows and spends time with our customers. When our customer is having an issue, we drop everything and fix it.
• Craftsmanship: We get the details right, from the words on the page to the system architecture. We have good taste. When we notice something isn’t right, we take the time to fix it. We are proud of the products we produce. We continuously self-reflect to continuously self-improve.
• Intensity: We know we don’t have the luxury of patience. We play to win. We care about our product being the best, and when it isn’t, we fix it. When we fail, we talk about it openly and without blame so we succeed the next time.
• Family: We know that balance and intensity are compatible, and we model it in our actions and processes. We are the best technology company for parents. We support and respect each other and celebrate each other’s personal and professional achievements.

What we offer

We want our benefits to reflect our values and offer the following to full-time employees:

• Flexible (Unlimited) Paid Time Off
• Medical, Dental, and Vision benefits for you and your family
• Life Insurance and Disability Benefits
• Retirement Plan (e.g., 401K, pension) with Sierra match
• Parental Leave
• Fertility and family building benefits through Carrot
• Lunch, as well as delicious snacks and coffee to keep you energized
• Discretionary Benefit Stipend giving people the ability to spend where it matters most
• Free alphorn lessons

These benefits are further detailed in Sierra's policies and are subject to change at any time, consistent with the terms of any applicable compensation or benefits plans. Eligible full-time employees can participate in Sierra's equity plans subject to the terms of the applicable plans and policies.

Be you, with us

We're working to bring the transformative power of AI to every organization in the world. To do so, it is important to us that the diversity of our employees represents the diversity of our customers. We believe that our work and culture are better when we encourage, support, and respect different skills and experiences represented within our team. We encourage you to apply even if your experience doesn't precisely match the job description. We strive to evaluate all applicants consistently without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.