Director, GTM Strategy – Operations

At-Bay

. Define At-Bay Security’s growth strategy and translate company strategy into executable GTM plans .

Posted 9/17/2026full-timeRemote • California • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing Go-To-Market (GTM) strategies, financial modeling, and cross-functional leadership within high-growth B2B technology environments. Proficient in leveraging AI to enhance GTM operations and drive business growth through effective customer targeting and pipeline management.

Highest-signal resume keywords

GTM Strategy DevelopmentFinancial ModelingCross-Functional LeadershipB2B GTM ModelsAI Integration in GTM

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

GTM PlanningMarket SegmentationPipeline GenerationSales Capacity PlanningForecastingAnalytical FrameworksPerformance ReportingTerritory DesignQuota SettingData Quality Management

Soft Skills

Good JudgmentIntellectual CuriosityPractical Problem SolvingInfluencing Skills

Tools & Technologies

CRM GovernanceGTM Technology InfrastructureAI Tools

Industry Keywords

B2B TechnologySaaSCybersecurityRevenue OperationsGrowth Initiatives

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

7–12+ years of experience across GTM strategy, business operations, Revenue Operations, strategy consulting, or related roles
Experience operating in a high-growth B2B technology company, ideally SaaS, cybersecurity, or another complex GTM environment
Strong understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economics
Strong analytical and financial modeling skills
Experience designing, testing, and scaling new GTM motions or growth initiatives
Experience leading annual planning, forecasting, territory design, quota setting, capacity planning, and other core GTM operating processes
Strong working knowledge of AI and a point of view on its impact on modern GTM organizations
Strong cross-functional leadership and ability to influence Sales, Marketing, Product, Finance, Security, and executive leadership
Ability to move between executive-level strategy and operational details
Good judgment, intellectual curiosity, and bias toward simple, practical solutions