About the Role
Sanas is looking for a Head of GTM Strategy & Operations to own the strategic and operational backbone of our go-to-market engine. This leader will sit at the intersection of Finance and Revenue Operations- translating pipeline, capacity, and quota data into the financial forecasts and growth plans that drive executive decision-making, while also building the operational rigor (systems, processes, reporting) that lets Sales, Marketing, Partnerships, and Customer Success execute against them.
This is a hybrid role by design: we need someone who can speak fluently in both directions - financial rigor (unit economics, ARR/bookings models, capacity and quota planning) and operational execution (CRM integrity, pipeline management, territory and comp design). Candidates typically come from a Finance/FP&A or a Revenue Operations background, but the right person will have deliberately built fluency in the other discipline over their career.
Key Responsibilities
GTM Strategy & Growth
- Own the end-to-end GTM strategy- scaling adoption, expanding footprint, and identifying new growth vectors across verticals, segment, and route-to-market.
- Partner cross-functionally with Sales, Marketing, and Product to translate strategic priorities into executable plans that deliver against quarterly and annual targets.
- Identify and prioritize growth opportunities; white-space analysis: design and run test-and-scale programs to capture them.
Pipeline, Capacity & Quota Planning
- Own pipeline health end-to-end coverage, velocity, conversion, and stage-to-stage attrition, and turn gaps into concrete action with sales leadership.
- Lead annual and in-year sales capacity planning: headcount, ramp timing, territory design, and quota setting, comp planning in partnership with Sales Leadership
- Build and maintain the quota-to-plan bridge, ensuring capacity, coverage, and targets stay aligned as the business evolves.
GTM KPIs & Reporting
- Define, own, and continuously improve the core GTM KPI framework (pipeline conversion, sales productivity, win rates, cycle time, NRR, CAC/payback, magic number, etc.).
- Build and run the monthly/quarterly GTM reporting cadence for the executive team and Board- pipeline, bookings, capacity, and retention.
- Drive CRM data integrity and forecasting accuracy; own the tooling and automation that make GTM reporting scalable and self-serve.
Partnerships & Channel
- Serve as the strategic and financial lead for partnership and channel motions- deal structuring, pricing, revenue share, and incentive alignment.
- Define incrementality, channel attribution, and success metrics for partner-sourced and partner-influenced revenue; integrate these into the broader GTM forecast.
- Manage the partnerships/channel book of business, including performance tracking, portfolio-level governance, and risk surfacing.
Financial & Operational Rigor
- Own the GTM financial model- bookings, ARR, sales capacity, and quota design- as the connective tissue between Finance and GTM execution.
- Lead GTM planning and budgeting cycles, ensuring investment across Sales, Marketing, and Partnerships is sized appropriately against topline targets.
- Establish governance and review mechanisms (deal desk escalation paths, non-standard terms review, forecast variance review) that keep the business compliant and predictable as it scales.
Qualifications
- 8+ years of experience in Revenue/Sales Finance, FP&A, Revenue Operations, or Sales Operations at a high-growth SaaS or B2B software company, with demonstrated depth in the other discipline (Finance-background candidates should show real RevOps/systems fluency; RevOps-background candidates should show real financial modeling fluency).
- Proven experience owning sales capacity planning, quota design, and pipeline/forecast management.
- Track record building and owning GTM KPI frameworks and executive/Board-level reporting.
- Direct experience with partnership or channel economics, attribution, incentive design, is strongly preferred.
- Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and a bias toward automation over manual reporting.
- MBA, management consulting experience is a plus.