[Hiring] Director of GTM Strategy & Operations @At-Bay

Role Description

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.
• 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.
  • Determine when an initiative is ready to scale, needs to change, or should be stopped.
  • Lead high-impact strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams.
• Planning, Forecasting & Performance
  • Build the operating discipline and business visibility required to scale.
  • Lead annual and quarterly GTM planning, translating growth objectives into capacity, pipeline, bookings, and revenue plans.
  • Own and continuously improve capacity, productivity, pipeline, bookings, and revenue models.
  • Build forecasting processes that give leadership a clear view of performance, risks, opportunities, and revenue predictability.
  • Define the leading and lagging KPIs used to measure GTM performance and build the dashboards and reporting needed to run the business.
  • Own key GTM operating cadences, including forecasting, pipeline reviews, business reviews, and quarterly planning.
  • Identify the underlying drivers of performance and partner with functional leaders to address gaps and improve execution.
  • Present to senior leadership on GTM performance, strategic priorities, and analytical deep dives.
• GTM Operations
  • Translate GTM strategy into a scalable operating model across the customer lifecycle.
  • Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures.
  • Partner closely with Sales, Marketing, Finance, and other leaders to ensure GTM resources are deployed against the highest-impact opportunities.
  • Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention.
  • Build the operational infrastructure required to launch, test, and scale new GTM motions.
  • Identify bottlenecks across the GTM organization and lead cross-functional initiatives to solve them.
  • Establish clear ownership, processes, and success metrics for major GTM initiatives.
  • Add rigor where it improves performance without adding unnecessary process or complexity.
• Revenue Operations & AI for GTM
  • Own the GTM infrastructure and define how At-Bay Security uses technology and AI to operate more effectively.
  • Drive the strategy and effective use of the broader GTM technology stack, including CRM governance, data quality, reporting, and tooling.
  • Build scalable Revenue Operations processes and infrastructure that improve visibility, execution, and decision-making.
  • Own the roadmap for how AI is used across Sales, Marketing, and Revenue Operations.
  • Identify, prioritize, and implement high-value AI use cases across prospecting, research, outreach, pipeline management, enablement, forecasting, and analytics.
  • Partner with GTM leaders to redesign workflows and operating processes around new AI capabilities.
  • Measure the impact of AI and automation initiatives and prioritize investments based on measurable business outcomes.
  • Look beyond automating existing work to identify entirely new GTM approaches made possible by AI.

Qualifications

• 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.