The Role
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
Serve as the primary strategic partner to Sales VPs on segment strategy, territory design, ICP prioritization, sales plays, and growth initiatives.
Own QBR preparation and delivery for your segments: synthesize pipeline data, field signal, and competitive dynamics into clear recommendations.
Lead territory carving, account tiering, and sales play development in partnership with Sales leadership and RevOps.
Planning & Investment Analysis
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.
Maintain an ongoing read on segment performance — win rates, deal velocity, pipeline health — and bring proactive recommendations when the trend lines shift.
Operating Cadence
Own the weekly operating rhythm for your segments: forecast inputs, pipeline reviews, and leadership staff meeting prep.
Prepare executive materials that go from raw data to clear recommendation — not decks that describe the problem.
AI-Native Operations
Build AI-native workflows into how this role operates: account research, pipeline review prep, competitive briefs, and executive content generation.
Qualifications
7+ years spanning at least two of: revenue/sales operations, quota-carrying sales or customer ownership, and GTM strategy or management consulting
Has been embedded with a quota-carrying sales team — not adjacent to it
Strong analytical skills; can go from raw data to executive recommendation without a data team supporting every request
SQL proficiency: independently queries Salesforce-derived data
Has owned at least one major GTM motion end-to-end: territory redesign, quota modeling, QBR architecture, or sales play development
Actively using AI tools in current workflow
Preferred
Experience at an AI/ML infrastructure or developer tools company
Background in management consulting or strategic finance before a GTM role
Familiarity with GPU economics or consumption-based pricing models
Has supported a sales org through a significant scaling event