VP, GTM Operations & Strategy

VP of GTM Operations & Strategy 

The Role 

The VP of GTM Operations & Strategy is the executive owner of Halcyon’s end to end go to market operating system across Marketing, Sales, Customer Success, and Partnerships. This leader is accountable for translating growth strategy into operational reality by aligning planning, analytics, systems, and execution across the full customer lifecycle, from demand generation through expansion and retention. 

This role sits at the intersection of GTM strategy, Marketing Operations, Revenue Operations, and operational rigor, ensuring Halcyon’s growth is predictable, efficient, and scalable as the business continues to expand. 

Why This Role Matters 

This role is the connective tissue between Halcyon’s growth ambition and execution reality. 

The VP of GTM Operations & Strategy ensures that marketing investment converts into pipeline, pipeline converts into revenue, and revenue converts into long term customer value through a disciplined, data driven, and scalable GTM engine. 

This leader brings clarity where complexity exists, creates leverage through systems and process, and enables GTM leaders to operate at their highest level. 

Key Responsibilities 

GTM Strategy and Operating Model 

• Define, evolve, and operationalize Halcyon’s GTM strategy and operating model 
• Translate company and product strategy into actionable GTM plans, resource allocation, and execution frameworks 
• Lead annual GTM planning, quarterly reforecasting, and ongoing GTM business reviews 
• Partner closely with Finance on revenue modeling, investment tradeoffs, and growth planning 

Marketing Operations Leadership 

• Own demand planning, pipeline forecasting, and funnel architecture 
• Establish clear visibility into pipeline contribution, conversion, and revenue impact by channel 
• Ensure scalable, well-defined processes from top of funnel through Sales handoff 
• Maintain marketing data integrity and consistent measurement across channels, tools, and regions 
• Align marketing strategy, spend, and outcomes to revenue goals 

Revenue and Customer Operations 

• Own territory design, quota methodology, capacity planning, and compensation analytics 
• Lead pipeline management, forecasting accuracy, and deal inspection frameworks 
• Partner with Sales leadership to drive productivity, consistency, and predictability 
• Partner with Customer Success to optimize onboarding, renewals, expansion, and retention motions 
• Ensure seamless GTM handoffs across the full customer journey 

GTM Enablement and Productivity 

• Own the strategic enablement vision across Marketing, Sales, Customer Success, and Partnerships to drive consistent, high-impact execution across the GTM organization 
• Ensure enablement programs are tightly aligned to product launches, messaging evolution, competitive positioning, and go-to-market plays 
• Drive consistency in sales methodology, customer engagement standards, and playbook execution across the full customer lifecycle 
• Build feedback loops between frontline teams and Marketing, Product, and Leadership to continuously refine messaging, positioning, and sales plays 
• Elevate enablement from training to strategic execution leverage that increases discipline, repeatability, and scale across the GTM organization 

Data, Analytics, and Executive Insights 

• Define and track GTM KPIs across demand and pipeline, conversion and velocity, revenue productivity, retention, and expansion 
• Deliver actionable, executive ready insights that guide decision making, prioritization, and investment 

GTM Systems and Technology 

• Own the end-to-end GTM technology stack, including CRM, forecasting and planning platforms, marketing automation, and analytics tools 
• Drive adoption, governance, and continuous optimization of GTM systems 
• Evaluate and implement automation and AI driven capabilities to increase leverage and operational efficiency 

Cross Functional Leadership 

• Act as a strategic partner to senior leaders across Marketing, Sales, Customer Success, Finance, Product, and People 
• Drive alignment, clarity, and accountability across GTM functions 
• Serve as a trusted advisor to executive leadership on growth strategy and execution 

Team Leadership 

• Build, lead, and scale a high performing GTM Operations and Strategy organization 
• Develop and mentor leaders across Marketing Operations and Revenue Operations 
• Establish a culture of operational excellence, accountability, and continuous improvement 

Required Experience 

• 12 plus years of experience in GTM strategy, revenue operations, sales operations, marketing operations, or related roles 
• Senior leadership experience owning both Marketing Operations and Revenue Operations in a B2B SaaS or technology company 
• Deep expertise in funnel design, attribution, forecasting, and GTM analytics 
• Strong systems background including Salesforce, marketing automation platforms, and BI tools 
• Proven ability to influence and align senior leaders across functions Experience operating in high growth, scaling environments 

• Comprehensive healthcare (medical, dental, and vision) with premiums paid in full for employees and dependents.
• Short and long-term disability coverage, basic life and AD&D insurance plans.
• Medical and dependent care FSA options.
• 401k plan with a generous employer contribution.
• Flexible PTO policy.
• Parental leave.
• Generous equity offering.