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Heidi Health is building AI-powered clinical tools that reduce administrative burden on healthcare providers. The company has achieved significant traction, supporting 2.5 million patient sessions weekly across 190+ countries with a freemium medical scribe product.
This GTM Operations role supports Heidi's UK and European expansion. You'll report to the Head of GTM Operations and partner with Sales, Customer Success, Marketing, Finance, Analytics, and GTM Engineering leaders to operationalize commercial strategy at the regional level.
Key responsibilities include:
- Operationalizing commercial decisions: translate strategic direction on segmentation, territory planning, coverage models, quota setting, and commission structures into executable processes and models that regional teams can consistently execute.
- Lifecycle management: build and improve handoff processes across Marketing, Sales, and Customer Success from lead generation through onboarding, adoption, renewal, and expansion. Ensure clear ownership and information flow between teams.
- Commercial execution: strengthen pipeline inspection, revenue forecasting, and customer health analytics. Drive adoption of sales methodologies like MEDDIC beyond CRM field completion into actual deal management practice.
- Data-driven insights: query Databricks datasets, build Omni reporting, and connect CRM, product, and commercial data to understand performance drivers. Create recurring regional reporting, investigate anomalies, and translate findings into actionable recommendations.
- GTM stack maintenance: own HubSpot and regional GTM tools including pipelines, routing, workflows, reporting, and data quality. Escalate global issues to central teams while resolving regional problems quickly.
You'll need hands-on GTM/Revenue/Sales Operations experience with core processes like forecasting, territory planning, lifecycle management, and CRM workflows. Strong commercial judgment across acquisition, conversion, adoption, retention, and expansion metrics is essential. SQL and data warehouse proficiency (Databricks) plus BI tool experience (Omni) required. You should be comfortable with HubSpot and adjacent tools (Clay, Gong, outbound platforms, enrichment, CPQ/CLM). Above all, you're a credible operator who can translate strategy into working systems, communicate clearly, challenge assumptions with evidence, and drive adoption.
