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VP, GTM Strategy – Operations
Location
Texas
Posted
5 days ago
Salary
$250K - $350K / year
Seniority
Lead
Job Description
VP, GTM Strategy – Operations
Trace3
• Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers • Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts • Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers • Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence • Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one • Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target • Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation • Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments • Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors — account penetration, deal quality, and formation compliance, not just bookings volume • Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins • Partner with Finance to drive comp efficiency over time through smarter plan design • Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard • Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring • Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales
Job Requirements
- 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations, with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
- Demonstrated track record building or restructuring a centralized RevOps function inside a complex, multi-segment B2B business — owning the commercial engine, not managing a regional silo
- Direct ownership of territory design, quota setting, and comp plan architecture at scale; has held regional sales leaders accountable to a standard model
- Hands-on experience with pipeline governance and forecast accountability — managing the number, not just reporting it
- Financial fluency: comfortable reading deal-level P&L, modeling comp plan costs, and connecting territory design decisions to EBITDA contribution; prior experience in Finance, FP&A, or a Controller role is a meaningful differentiator
- Experience operationalizing strategic work — converting a framework, model, or consulting deliverable into something the business runs on every day
- Background in technology distribution, value-added reselling, or systems integration — understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin is made at the deal level
- Experience with account segmentation, propensity modeling, or territory design tools; comfortable inheriting and running a model you did not build
- Familiarity with NetSuite or ConnectWise as a CRM and quoting system of record
- Experience leading GTM design through a commercial transition — M&A integration, vendor consolidation, or a major go-to-market restructuring
Benefits
- Comprehensive medical, dental and vision plans for you and your dependents
- 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
- Competitive Compensation
- Training and development programs
- Major offices stocked with snacks and beverages
- Collaborative and cool culture
- Work-life balance and generous paid time off
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