[Hiring] Director of Strategy & Operations @Toloka

Role Description

You'll be the CSO's main partner on how Toloka goes to market. The job has three parts: decide what we sell and to whom, get new commercial processes running across teams, and give the exec team revenue reporting they can rely on. This is not a support role. You'll own the analysis behind major commercial decisions and see them through to execution.

• GTM strategy and offerings: Own the strategic view of our GTM offerings: what we sell, to whom, and at what price. Run the market and competitor research behind it.
• Cross-functional process launches: Launch new commercial processes across Sales, Delivery, Legal and Finance, and make sure people actually use them.
• Revenue reporting for executives: Build and own exec revenue reporting: bookings, revenue, pipeline, forecast and margin. Run the weekly, monthly and quarterly business reviews with the CSO.
• Advisor to the CSO: Prepare the CSO for board and exec discussions, and push back when needed. Help the CSO decide where to put people and budget: which deals, offerings and markets get them.

What success looks like in your first 6 months:

• The exec team uses one revenue report every week, and nobody argues about whose numbers are right.
• Leadership has agreed on a clear map of our GTM offerings: what we sell, to whom, and at what price.
• At least two new cross-functional processes are live and in use by Sales, Delivery, Legal and Finance.

Qualifications

• Several years in Strategy & Operations, BizOps, RevOps or GTM strategy, ideally in B2B tech with enterprise sales.
• You've built revenue reporting that execs relied on, and launched processes across teams that stuck.
• Strong with numbers. You build your own models.
• Solid understanding of AI and how models are trained and evaluated.
• Quantitative degree: engineering, computer science, maths, physics or similar.

Requirements

• Startup or founder experience.
• Background in an AI or data company.