GTM Strategy & Ops
- Role
- Unknown
- Experience
- Mid
Open to US only. Set where you work from to check your eligibility.
No BS summary
We're a new GTM team of one. I do exactly what a founder of sales ops would do, but for the whole GTM engine: design and build it from scratch, balancing a GM mindset, P&L ownership, and technical architecture, while being embedded with sales as a practitioner-evangelist.
Core skills
Required skills
Required languages
About Clay
Our mission is to help organizations turn any growth idea into reality.
We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers — including Anthropic, Notion, Google, and Ramp — go to market with unique data, signals, and AI research.
In 2025, we raised a $100M Series C backed by world-class investors including Sequoia, CapitalG, and First Round — and crossed $100M in revenue.
In 2026, we announced our second employee tender offer in 9 months at a new $5B valuation. We also launched a community equity round , for our customers, agency partners, and club members.
Some things to know about us:
- Our community includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs , and 30k members on Slack.
- Our culture is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.
- All employees can work for free with world-class coaches who specialize in creativity, management, and more.
- Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here .
- Read about us in the NYT , Forbes , First Round Review , and more .
Hear from our employees directly on our Glassdoor page!
GTM Strategy & Ops @ Clay
We’re excited for GTM Strategy & Ops to design and build our sales engine. This is a new and unique role. We’re looking for someone who thinks like a general manager and will pursue every opportunity to improve sales efficiency with the tenacity of a P&L owner on the way to moonshot goals like expanding quota capacity for our GTME (seller) organization. To do that, this person will wear many hats simultaneously including: product manager — roadmapping and designing solutions, operations strategist — working backwards from finance goals to operational milestones, technical architect — making changes to our systems, business partner — getting really deep with your end users (sales), and RevOps pro — building processes fit for scale like transparent ROE. Externally, you’ll immerse yourself with our customers as a practitioner-evangelist of Clay and the future of GTM.
What You'll Do
- Maximize value creation across the funnel: Find every inefficiency in the sales funnel and work with our GTM Ops and internal GTM Engineers to solve them using Clay and other tooling. You’ll think and act like a P&L owner evolving every put and take in our GTM system.
- Push the art of the possible: Own the day to day of achieving our internal moonshot goals like greatly expanding sales efficiency and finding new use cases for Clay.
- Innovate with empathy: ****Embed within the sales organization to generate novel solutions to current problems. Look around corners to build ahead of new technologies and approaches.
- Lead implementation and change management for GTM initiatives: Design and implement sales process / methodology, develop playbooks, create field assets, participate in every forecast call and help to drive the GTM operating rhythm.
- Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high-leverage questions like segment prioritization, connect the dots across the GTM.
- Partner with GTM Engineering and GTM Ops: to push Clay's product into new use cases, propose extensions, and contribute to our practitioner-led product feedback loop
What You'll Bring
- 8+ years of experience in business strategy, operations, and analysis with at least 4 years in revenue operations at a hyper-growth AI / SaaS company
- At least 1 year of experience owning a P&L, quota, retention, implementation, pipeline or other business outcome personally
- You’ve implemented novel GTM strategies with measurable business impact: reinvented the playbook before from first principles and are excited to do it again
- Exceptional quantitative modeling skills with experience understanding sales performance
- Executive (but still grounded) presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet!”
- An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes
- You’re excited to spend time speaking with our customers and community to bring Clay's best practices to market
What you'll do
- Maximize value creation across the funnel: remove every inefficiency in the sales funnel and work with our GTM Ops and internal GTM Engineers to solve them using Clay and other tooling.
- Pursue every opportunity to improve sales efficiency with the tenacity of a P&L owner, including expanding quota capacity for our GTME (seller) organization.
- Push the art of the possible: own the day to day of achieving our internal moonshot goals like greatly expanding sales efficiency and finding new use cases for Clay.
- Innovate with empathy: embed within the sales organization to generate novel solutions to current market problems, look around corners to build ahead of new technologies and approaches.
- Lead implementation and change management for GTMT initiatives: design and implement sales process, playbooks, create field assets, participate in forecast calls hehelp there help.
- Partner with GTM Finance and GTM Ops on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, collaborate on high-leverage questions.
- Partner with GTM Engineering and GTM Ops to push Clay's product into new use cases, propose extensions, and contribute to practitioner-led product feedback loops.
What they require
- 8+ years experience in business strategy, operations, and analysis with at least 4 years in RevOps RevOps at a hyper-growth AI / SaaS companys
- At least one year owning a profit/loss P॥ such as quota, retention, implementation, pipeline or other business outcome
- Novel strategy implementation with measurable impact, first-principles thinking playbook design
- Exceptional quantitative modeling skills with experience analyzing sales performance
- Executive speaking & presence: you challenge assumptions in the room, are comfortable saying 'I don't know yet!'
- Informed viewpoint on AI and practical examples of applying AI in workflows or process
- Willing to speak with customers and communities as a clay practitioner-evangelist
Benefits
- All employees can work for free with world-class coaches
Clay helps organizations turn growth ideas into reality with a platform for GTM data, signals, and AI research.