GTM Strategy and Operations Lead

Global GTM Operations Team

At TRACTIAN the GTM Operations team is a global department that supports Tractian GTM teams across the US, Brazil, and Mexico. We are a foundational team that is building the systems and processes that support our GTM team and directly impact our customer experience. 

What you will do

As we scale, we are looking for a GTM Strategy & Operations Lead to drive strategic initiatives that improve execution across our sales, marketing, and customer success teams. This is a high-impact role for someone passionate about using data and strategy to accelerate growth in a fast-paced environment

Responsibilities

• Work cross-functionally to define and execute key growth initiatives that support Tractian’s long-term revenue and operational goals.
• Lead our efforts in building and updating our ICP analysis across our global GTM motion
• Lead Territory & Segmentation Strategy. optimize our go-to-market segmentation, ensuring sales teams have clear account ownership and are prioritizing the right opportunities.
• Conduct in-depth analyses on pipeline health, sales productivity, and customer trends to provide actionable insights for revenue teams.
• Partner with leadership on Annual and 3-Year GTM planning, defining targets, resource allocation, and investment strategies.
• Identify and implement processes that increase seller effectiveness, customer engagement, and GTM team collaboration.
• Collaborate Across Teams: Act as a bridge between Sales, Marketing, Finance, and Customer Success to drive alignment and execution.
• Lead Change Management: Implement scalable processes, tooling improvements, and training initiatives to enhance GTM execution.

• 4-8 years of experience in Sales Strategy, GTM Operations, Finance, Consulting, or Business Operations—ideally in a B2B SaaS or industrial tech company
• Experience optimizing territory planning, forecasting, and sales incentive structures
• Strong problem-solving and analytical skills with the ability to turn data into insights and drive decision-making.
• Highly organized with exceptional attention to detail and ability to manage multiple projects in a fast-paced environment.
• Strong executive presence—capable of influencing stakeholders, from frontline sales reps to senior leadership.
• Experience working with CRM and GTM tools (preferably HubSpot and data analytics tools that require SQL).
• Self-starter with a bias for action—comfortable working in ambiguous environments and executing with speed.
• Excellent communication and storytelling skills—able to translate complex data and strategies into clear, concise narratives.
• Aligns with our mission and values of Tractian