GTM策略与运营负责人
GTM Strategy & Operations Lead
Perplexity 正在寻找一位 Gtm 策略与运营负责人加入我们的企业团队。在这个职位上，你将负责销售组织的分析和运营基础，直接与销售副总裁以及所有销售策略中的前线销售领导者合作。这个职位适合一位亲身参与运营、曾帮助销售团队度过最混乱阶段，并希望为人工智能领域增长最快的企业的规划、预测和绩效基础设施建设的人。
这是一个向销售副总裁汇报的个人贡献者职位
职责
- 运营 Gtm 周期，包括每周的管道审查、预测电话会议和季度业务审查，负责数据和叙述内容
- 建立并负责销售预测流程，为领导层提供准确且有说服力的季度视图
- 设计并维护所有销售策略中的区域和细分模型，并负责区域划分过程
- 建立销售能力、覆盖范围和配额模型，将招聘计划与收入目标联系起来
- 负责整个销售渠道的绩效报告：转化率、管道健康状况、代表生产力、达成率和培训
- 进行战略分析，识别业务运作良好的地方和存在问题的地方，并将发现转化为对销售领导的明确建议
- 推动高优先级的跨职能 Gtm 项目，从年度规划到执行
- 与销售、市场、客户成功和战略财务部门合作，确保上市计划基于共享数据
要求
- 在高速成长公司中具有 Gtm 策略、销售运营、收入运营或类似职能的丰富经验，有直接接触销售团队扩展时出现问题并解决问题的记录
- 强大的 SQL 和实际分析技能；你自行提取数据并建立模型，而不是等待分析师的支持
- 对 Salesforce 有深入了解，并有直接在数据仓库（如 Snowflake）中工作的经验
- 有与高级销售领导者一起运行运营周期并让组织遵循的能力
- 擅长解决模糊问题，并能清晰地向高管传达建议
- 能够在长期规划和当日运营问题之间灵活切换
- 出色的书面和口头沟通能力；能够向高级利益相关者进行演示
- 本科学位或以上
查看英文原文
Perplexity is seeking a GTM Strategy & Operations Lead to join our Enterprise team. In this role, you will own the analytical and operational foundation of our sales organization, working directly with the VP of Sales and front-line sales leaders across all of our sales motions. This role is ideal for a hands-on operator who has helped a sales organization grow through its messiest stages and wants to build the planning, forecasting, and performance infrastructure for one of the fastest-growing enterprise businesses in AI.
This is an individual contributor role reporting to the VP of Sales
Responsibilities
- Run the GTM operating cadence, including weekly pipeline reviews, forecast calls, and quarterly business reviews, owning both the underlying data and the narrative
- Build and own the sales forecasting process, giving leadership an accurate and defensible view of the quarter
- Design and maintain territory and segment models across all sales motions, and own the territory carve process
- Build sales capacity, coverage, and quota models that connect hiring plans to revenue targets
- Own performance reporting across the funnel: conversion, pipeline health, rep productivity, attainment, and ramp
- Conduct strategic analyses to identify where the business is working and where it is not, and turn findings into clear recommendations for sales leadership
- Drive high-priority cross-functional GTM initiatives, from annual planning through execution
- Partner with Sales, Marketing, Customer Success, and Strategic Finance to keep the go-to-market plan grounded in shared data
Qualifications
- Significant experience in GTM strategy, sales operations, revenue operations, or a similar function at a high-growth company, with direct exposure to what breaks as a sales team scales and a record of fixing it
- Strong SQL and hands-on analytical skills; you pull your own data and build your own models rather than waiting on analyst support
- Deep familiarity with Salesforce and experience working directly in a data warehouse such as Snowflake
- Proven ability to run an operating cadence with senior sales leaders and hold the organization to it
- Skilled at structuring ambiguous problems and communicating recommendations clearly to executives
- Comfortable moving between long-range planning and same-day operational questions
- Exceptional written and verbal communication; comfortable presenting to senior stakeholders
- Bachelor's degree or equivalent experience
Nice to Haves
- Experience operating a usage-based or consumption business model, where forecasting and planning go beyond seat counts
- Background in management consulting, strategic finance, or corporate strategy prior to an operating role
- Experience at an AI or enterprise infrastructure company