GTM Operations Analyst

This is a commercially focused GTM Operations role supporting Heidi’s UK and European markets. You’ll report to the Head of GTM Operations and work closely with leaders across Sales, Customer Success, Marketing and Finance, as well as our central Analytics and GTM Engineering teams. Your job is to turn commercial direction into an operating model the region can actually use.

Responsibilities

Turn commercial plans into working operations; partner with Head of GTM Operations and regional leaders to operationalise decisions on segmentation, territories, coverage, capacity, quotas and commissions; build models, processes and operating cadences; connect the full customer lifecycle; build and improve processes between Marketing, Sales and Customer Success from lead management to renewal and expansion; make ownership and handoffs clear; strengthen commercial execution; improve pipeline inspection, revenue forecasting, customer health, retention and growth; embed methodologies such as MEDDIC; use data to support commercial decisions; query datasets in Databricks, build reporting in Omni, connect CRM, product and commercial data; maintain HubSpot and regional GTM stack including pipelines, routing, workflows, reporting and data quality

Requirements

Hands-on GTM Operations experience; practical experience with forecasting, territory and quota planning, lifecycle management and CRM workflows; strong commercial judgement; ability to reason across Marketing, Sales and Customer Success; understanding of acquisition, conversion, adoption, retention and expansion drivers; confident with data; write SQL; navigate a warehouse such as Databricks; work with a BI tool such as Omni; interrogate existing datasets, validate output and turn result into clear recommendation; strong credible operator; ability to turn agreed commercial approach into workable model, process or system change; communicate clearly and challenge assumptions with evidence; practical tool-fluent systems thinker; confident in HubSpot; worked with tools such as Clay, Gong, outbound platforms, enrichment providers and CPQ/CLM systems or can get productive quickly

Nice to have

Experience building core warehouse models

Benefits

Equity from day one; comprehensive private medical and dental cover through Bupa; 24/7 mental health, coaching and wellbeing support through Sonder; £100/month Healthy Heidi’s stipend; global parental leave - 26 weeks paid for primary carers and 18 weeks for secondary carers; fertility support - £7,000 one-off payment; learning & development - £700 per year; home office budget of £500 one-off; recharge days after major milestones and busy periods; work from anywhere for up to 4 weeks per year; clinical leave - 10 days per year for eligible clinical roles; hybrid environment with 3 days in the office