At-Bay

Operations

• Define At-Bay Security’s growth strategy and translate company strategy into executable GTM plans
• Develop market segmentation, customer targeting, distribution, channel, coverage, and partnership strategies
• Identify and evaluate new customer segments, channels, partnerships, and growth opportunities
• Build business cases, financial models, analytical frameworks, and closed-loop measurement
• Design, test, validate, and operationalize new GTM motions
• Lead annual and quarterly GTM planning, capacity planning, forecasting, pipeline, bookings, and revenue modeling
• Define GTM KPIs, dashboards, reporting, and operating cadences
• Present GTM performance, strategic priorities, and analytical findings to senior leadership
• Design territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures
• Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention
• Own GTM technology infrastructure, CRM governance, data quality, reporting, and tooling
• Own the roadmap and implementation of AI use cases across Sales, Marketing, and Revenue Operations
• Lead cross-functional strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams

Director, GTM Strategy – Operations