Head of GTM Operations

Heidi Health Pty Ltd

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Own the global GTM platform, commercial ontology, and operational metrics to ensure consistent, scalable revenue operations across the US, Canada, UK, Australia, Europe, and Asia.
• Define and govern the global customer data model, standardizing core fields (product events, contract, billing amount, tier, region, ICP segment) while allowing regional teams to configure non-critical attributes locally to prevent schema sprawl.
• Implement a formal request-and-review process for field creation, approving additions to the global model or routing regional requests to the application layer to maintain data integrity.
• Administer HubSpot across CRM, Marketing Hub, and Sales Hub, managing objects, properties, permissions, automations, and integrations as the single system of record for the entire revenue organization.
• Own Segment, Braze, and GTM-facing dbt models and pipelines that transform raw event and CRM data into revenue-ready datasets, ensuring alignment with product usage, finance/billing, and partner platforms.
• Lead build-vs-buy decisions for GTM tooling, manage vendor contracts, and drive consolidation to control costs and avoid vendor lock-in.
• Define and maintain canonical funnel stages (MQL, SQL, SAL, Opportunity, Closed Won/Lost) with auditable entry/exit criteria to ensure consistent reporting across all regions.
• Instrument and publish stage-to-stage conversion rates segmented by region, product tier, and ICP to identify bottlenecks and benchmark team performance.
• Enforce pipeline hygiene standards through automation — including required fields, stale-deal handling, close-date discipline, and next-step expectations — eliminating manual cleanup.
• Own the sales velocity model and its core metrics (average deal size, win rate, sales-cycle length, rep throughput) to surface levers that improve pipeline efficiency and inform planning.
• Run a structured win/loss program to systematically capture reasons for deal outcomes and feed insights into product, marketing, and enablement teams.
• Stand up and operate the deal desk, codifying discount governance, ICP-tied commercial levers, and tiered approval thresholds to accelerate non-standard deals without eroding margins.
• 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 WBRs, MBRs, and QBRs, defining metric definitions, refresh cadences, and ownership for each review cycle.
• 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 (SLOs) 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 rapid detection, triage, and resolution with engineering discipline.
• Maintain architecture decision records (ADRs) for all significant platform decisions, reviewing them quarterly to ensure transparency, traceability, and adaptability as the company scales.

🎯 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, demonstrated through hands-on building, prototyping, or side projects.
• Default to building over requesting; confident in thinking and open to being wrong — great ideas win regardless of source.

🏖️ Benefits

• Healthcare, dental, and vision benefits
• 401k with 3% company match
• $700 annual learning and development budget
• $100/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 $7,000
• 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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