Head of GTM Operations

Heidi Health Pty Ltd

Job Overview

Location

Sydney

Job Type

Full-time

Full Job Description

📋 Description

• Own the global GTM platform, commercial ontology, and operational metrics for a SaaS healthcare AI company scaling across the US, Canada, UK, Australia, Europe, and Asia.
• Define and govern the global customer data model, ensuring consistent representation of product events, contracts, billing amounts, tiers, regions, and ICP segments across all markets while allowing regional teams to configure non-core attributes locally.
• Govern field creation through a formal request-and-review process to prevent schema sprawl, approving changes into the global model or routing them to the application layer.
• Administer HubSpot across CRM, Marketing Hub, and Sales Hub — managing objects, properties, permissions, automations, and integrations as the single system of record for the revenue organization.
• Own and maintain integrations with Segment, Braze, and dbt pipelines that transform raw event and CRM data into revenue-ready datasets, ensuring data flows between product usage, finance/billing systems, and partner platforms are accurate and current.
• Define and enforce canonical funnel stages (MQL, SQL, SAL, Opportunity, Closed Won/Lost) with auditable entry/exit criteria, ensuring global consistency in reporting and stage transitions.
• Instrument and publish stage-to-stage conversion rates segmented by region, customer type, and ICP to identify bottlenecks and benchmark team performance.
• Establish pipeline hygiene standards including required fields, stale-deal handling, close-date discipline, and next-step expectations, enforced through automation and reporting rather than manual intervention.
• Own the sales velocity model and its core metrics: average deal size, win rate, sales-cycle length, and rep throughput, surfacing levers that impact pipeline efficiency for planning.
• Run a structured win/loss program to systematically capture reasons for deal outcomes and feed insights back into product, marketing, and enablement teams.
• Stand up and operate the deal desk: codify discount governance, ICP-tied commercial levers, and tiered approval thresholds to enable fast, margin-preserving deal execution.
• Roll out and embed a common sales methodology (e.g., MEDDPICC) into CRM fields, deal reviews, and forecasting to shape daily rep behavior and improve forecast accuracy.
• Build systems for onboarding and enablement including content management, certification tracking, and ramp progress monitoring in partnership with regional enablement leads.
• Establish a single source of truth for all revenue metrics, ensuring pipeline, productivity, and retention numbers reconcile across tools and teams.
• Build board-ready GTM dashboards covering pipeline, funnel, productivity, retention, and attribution with the rigor and consistency required for executive and board-level decision-making.
• Own the data and reporting infrastructure for Weekly, Monthly, and Quarterly Business Reviews (WBR/MBR/QBR), including metric definitions, refresh cadences, and data lineage.
• Deliver self-serve analytics capabilities to sales, marketing, and customer success leaders to reduce dependency on central analysts for routine reporting.
• Define integration patterns for the GTM stack — event-driven, idempotent, retried — with clear sources of truth and propagation rules to replace brittle point-to-point integrations.
• Set and publish service-level objectives for revenue-critical systems (lead routing, scoring, billing-event flow, attribution) to make reliability expectations explicit and measurable.
• Own the on-call rotation and incident response for GTM-platform failures, ensuring revenue-critical flows are detected, triaged, and resolved with engineering discipline.
• Maintain architecture decision records (ADRs) for all significant platform decisions and review them quarterly to ensure transparency, traceability, and scalability.

🎯 Requirements

• Experience owning GTM Ops, RevOps, or revenue systems at a globally distributed company with multi-product growth.
• Has scaled, not just maintained, a GTM ops function at a SaaS company between $50M and $200M ARR.
• Hands-on fluency with HubSpot (or Salesforce), Segment, Braze, SQL, dbt, and warehouse pipelines.
• Track record of hiring and developing GTM Ops talent.
• Passion for AI, shown through hands-on building, prototyping, or side projects.
• You default to building over requesting.

🏖️ Benefits

• $1,000 annual learning and development budget
• $150/month health and wellness allowance
• $500 home office budget
• 26 weeks paid primary parental leave and 18 weeks paid secondary parental leave
• Fertility support up to $10,000
• Four weeks of work from anywhere per year
• Serious equity

Skills & Technologies

REST

Onsite

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Heidi Health Pty Ltd

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About Heidi Health Pty Ltd

Heidi Health is an Australian clinical software company that provides AI-powered medical scribe and workflow automation tools for healthcare providers. Its platform records and transcribes patient consultations in real time, generating structured clinical notes, referral letters and coding suggestions that integrate directly with electronic medical record systems. The company serves general practitioners, specialists and allied health professionals, aiming to reduce administrative burden and improve documentation accuracy while maintaining data security and compliance with Australian healthcare standards.

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