GTM Operations Lead

GTM Ops at Heidi runs on three layers: Platform & Governance, Commercial Process Ownership, and Data & Tooling Enablement. As a GTM Ops Lead, you'll own several capabilities end-to-end at a global and regional level, and you're a trusted execution partner to Sales, Customer Success, Finance, Analytics & GTM Engineers.

Responsibilities

Own the data model & schema governance - define what objects like Contacts, Companies, Deals, or Contract are allowed to look like, and working closely with Sales, CS and Marketing to maintain consistency in the standardised properties and relationships; Own lead lifecycle & workflows - the ingestion, qualification, and handoff workflow that determines when a lead is Sales-ready; Own lead routing, account & territory management - translate in-region territory strategy into routing rules and ownership models, and adjust them as the business changes; Drive sales workflows, guardrails & approval processes - build and maintain discount thresholds and approval routings in step with Finance and Legal; Own commission & incentive governance for your region - hold the record of comp plans, quotas, and attainment, and resolve disputes on calculation; Own revenue & target operations for your region - work with the Sales & CS teams to translate Finance's targets into a working hierarchy by team and individual, and track attainment; Own the systems side of the renewal workflow - the record, the triggers, the data - as the primary systems partner to CS Operations; Run marketplace operations workflows so partner-sourced deals flow cleanly into CRM, forecasting, and reporting; Own data ingestion & integration - the capture points (forms, integrations, API feeds) and how they map into the governed data structure; Own enrichment & data activation - keep standardised contact/company data (segment, specialty, team size, vertical) complete and usable across the stack; Own tech stack & vendor management - the GTM tooling inventory, integrations, licenses, and cost centres

Requirements

Deep fluency with GTM tooling (CRM, enrichment, sequencing, automation) and comfortable owning & executing configuration decisions; Solid technical experience with Hubspot and data proficiency to uplift data hygiene and quality; Confident, clear communicator who can hold their own with Sales, CS, Finance, and Marketing counterparts directly; Commercially fluent - understands the "why" well enough to push back on a workflow request that doesn't hold up; Comfortable mentoring or QA-checking junior analyst/associate work; High agency in ambiguity and fast change

Benefits

$1,000 annual learning and development budget; $150/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 $10,000; Four weeks of work from anywhere per year; Serious equity