Director, GTM Strategy & Operations
- Compensation
- Not disclosed
- Location
- New York, New York, United States; Remote (US); San Francisco, California, United States
- Work setup
- Remote
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- 12+ years
- Category
- Not specified
- Posted
Skills
Must have
- 7–12+ years of experience across GTM strategy, business operations, Revenue Operations, strategy consulting, or related roles
- Experience operating in a high-growth B2B technology company, ideally SaaS, cybersecurity, or another complex GTM environment
- A strong understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economics
- Strong analytical and financial modeling skills, with the ability to turn complex data into clear business decisions
- Experience designing, testing, and scaling new GTM motions or growth initiatives
- Experience leading annual planning, forecasting, territory design, quota setting, capacity planning, and other core GTM operating processes
- Strong working knowledge of AI and a point of view on how it will change the way modern GTM organizations operate
- Strong cross-functional leadership skills and the ability to influence across Sales, Marketing, Product, Finance, Security, and executive leadership
- The ability to move comfortably between executive-level strategy and the underlying operational details required to make it work
- Good judgment, intellectual curiosity, and a bias toward simple, practical solutions that drive measurable results
Full description
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About the Company
At-Bay is a fast-growth InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity. In this role, you'll help expand our reach and influence in the business and security community, of which we serve 35,000 customers.
About the Role
We are looking for a Director of GTM Strategy & Operations to help define how At-Bay Security grows and build the operating model to make it happen.
This person will be a key member of At-Bay Security leadership team, leading GTM strategy, operations, and revenue operations. Historically, this function has played a central role in designing and incubating the GTM motions that have allowed At-Bay Security to win in the market. We want that to continue as we enter our next stage of growth.
This role has a broad mandate: determine where and how we grow, design and test new GTM motions, build the planning and operating infrastructure required to scale, and rethink how AI can make our GTM organization more effective.
We are looking for someone who can move fluidly between strategy and execution. You should be comfortable developing the executive-level strategy, getting into the underlying data and economics, and then working cross-functionally to turn an idea into reality. The job is not just to recommend a strategy. It is to help build it, test it, and prove that it works.
What You’ll Own
GTM Strategy
- Define where and how At-Bay Security grows, translating company strategy into clear GTM priorities and executable plans
- Develop market segmentation, customer targeting, distribution, channel, and coverage strategies
- Identify and evaluate new customer segments, channels, partnerships, and other growth opportunities
- Build business cases, financial models, and analytical frameworks that inform major GTM decisions
- Design new GTM motions across Sales, Marketing, Partnerships, Distribution, and expansion
- Take new GTM motions from hypothesis through testing, validation, and operationalization
- Define the economics, operating model, milestones, and success metrics for new initiatives
- Build closed-loop measurement to understand what is working, what is not, and where we should invest further