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At-Bay is a fast-growing InsurSec company (Insurance × Cybersecurity) serving 35,000+ customers with a mission to protect small businesses from digital risks. The company uniquely combines insurance with security technologies, threat intelligence, and human expertise to address the critical security capability gap among SMBs. At-Bay estimates the InsurSec market opportunity at $80B.
You will join At-Bay's leadership team as Director of GTM Strategy & Operations, owning a broad mandate across go-to-market strategy, planning, operations, and revenue operations. This is a strategic and operational role that requires moving fluidly between high-level strategy development and hands-on execution.
**GTM Strategy:** Define where and how At-Bay Security grows by translating company strategy into clear GTM priorities and executable plans. Develop market segmentation, customer targeting, distribution, channel, and coverage strategies. Identify and evaluate new customer segments, channels, partnerships, and growth opportunities. Build business cases, financial models, and analytical frameworks to inform major GTM decisions. Design new GTM motions across Sales, Marketing, Partnerships, Distribution, and expansion. Take new initiatives from hypothesis through testing, validation, and operationalization. Define economics, operating models, milestones, and success metrics. Build closed-loop measurement to understand what works and where to invest further. Lead high-impact strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams.
**Planning, Forecasting & Performance:** Build the operating discipline and business visibility required to scale. Lead annual and quarterly GTM planning, translating growth objectives into capacity, pipeline, bookings, and revenue plans. Own and continuously improve capacity, productivity, pipeline, bookings, and revenue models. Build forecasting processes that give leadership clear visibility into performance, risks, opportunities, and revenue predictability. Define leading and lagging KPIs for GTM performance and build dashboards and reporting needed to run the business. Own key GTM operating cadences including forecasting, pipeline reviews, business reviews, and quarterly planning. Identify underlying performance drivers and partner with functional leaders to address gaps. Present to senior leadership on GTM performance, strategic priorities, and analytical deep dives.
**GTM Operations:** Translate GTM strategy into a scalable operating model across the customer lifecycle. Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures. Partner closely with Sales, Marketing, Finance, and other leaders to ensure GTM resources are deployed against highest-impact opportunities. Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention. Build operational infrastructure required to launch, test, and scale new GTM motions. Identify bottlenecks across the GTM organization and lead cross-functional initiatives to solve them. Establish clear ownership, processes, and success metrics for major GTM initiatives. Add rigor where it improves performance without unnecessary process or complexity.
**Revenue Operations & AI for GTM:** Own the GTM infrastructure and define how At-Bay Security uses technology and AI to operate more effectively. Drive the strategy and effective use of the broader GTM technology stack, including CRM governance, data quality, reporting, and tooling. Build scalable Revenue Operations processes and infrastructure that improve visibility, execution, and decision-making. Own the roadmap for how AI is used across Sales, Marketing, and Revenue Operations. Identify, prioritize, and implement high-value AI use cases across prospecting, research, outreach, pipeline management, enablement, forecasting, and analytics. Partner with GTM leaders to redesign workflows and operating processes around new AI capabilities. Measure the impact of AI and automation initiatives and prioritize investments based on measurable business outcomes. Look beyond automating existing work to identify entirely new GTM approaches made possible by AI.
**Requirements:**
- 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, with the ability to turn complex data into clear business decisions
- 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 how it will change the way modern GTM organizations operate
- Strong cross-functional leadership skills and the ability to influence across Sales, Marketing, Product, Finance, Security, and executive leadership
- Ability to move comfortably between executive-level strategy and the underlying operational details required to make it work
- Good judgment, intellectual curiosity, and a bias toward simple, practical solutions that drive measurable results
