Head of GTM Strategy & Operations, Enterprise

<p><span style="text-decoration: underline;"><strong>Head of Enterprise GTM Strategy &amp; Operations</strong></span></p> <p>Reports to VP, Enterprise Sales &nbsp;·&nbsp;SF or NY</p> <p>Reporting to the VP of Enterprise Sales, this role owns both halves of Scale AI’s enterprise revenue engine: the strategy that determines where we play and how we win, and the operating system - people, process, and systems - that makes that strategy executable, measurable, and repeatable.</p> <p>On the strategy side, you set the analytical foundation for enterprise growth: segment and account prioritization, coverage and territory design, pricing and packaging inputs, and the diagnostic work that explains why the funnel behaves the way it does. On the operations side, you own the RevOps stack, forecasting, compensation design, sales enablement, and the operating cadences that convert strategy into predictable quarterly execution. The ideal candidate is equally comfortable building a segmentation model from a blank page and running a Monday morning pipeline review.</p> <p>You will lead an established team, with the Head of Sales Enablement and the RevOps Manager as direct reports. Your first job is to raise the ceiling on what that team delivers: sharper analysis, tighter operating rhythm, and enablement that measurably shortens ramp and lifts win rates.</p> <p>This is a senior, highly visible role partnering with Enterprise Sales leadership, Finance, Marketing, Product, and Solutions Engineering, with regular exposure to the executive team and board materials.</p> <p><strong>STRATEGY</strong></p> <ul> <li>Define which segments, industries, and accounts Scale prioritizes, and build the analytical case behind those choices</li> <li>Build and maintain the market sizing, segmentation, and account-tiering models that drive coverage decisions and investment trade-offs</li> <li>Lead hypothesis-driven analyses of the enterprise funnel - win/loss patterns, conversion drivers, deal economics,