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Heidi Health is an AI-powered healthcare platform that has scaled from $1M to $50M ARR in two years, supporting 2.8 million patient sessions weekly across 190+ countries. The company recently raised $340M (Series C + growth investment) and is expanding globally across the US, Canada, UK, Australia, Europe, and Asia.
You will build and lead the GTM Operations function from the ground up, owning the operational backbone that enables global revenue growth. This is a hands-on leadership role requiring both strategic vision and deep technical execution.
Key Responsibilities:
Data Ontology & Integrity: Define and maintain a global customer data model ensuring consistent representation across regions (product events, contracts, billing, tier, region, ICP segment). Establish a governance process for field creation, locking core global fields while allowing regional configuration. Prevent schema sprawl through systematic review.
Systems & Tooling: Own HubSpot administration (CRM, Marketing Hub, Sales Hub) as the system of record. Manage Segment, Braze, dbt models, and GTM data pipelines. Build integrations with product usage, finance/billing, and partner platforms. Lead build-vs-buy decisions and vendor management for the GTM stack.
Pipeline & Funnel Management: Define canonical funnel stages (MQL, SQL, SAL, Opportunity, Closed Won/Lost) with clear entry/exit criteria. Instrument and publish stage-to-stage conversion rates by segment, region, and ICP. Set pipeline hygiene standards and enforce through automation. Own sales velocity modeling and run a structured win/loss program.
Revenue Operations: Stand up and run the deal desk with discount governance and approval thresholds. Roll out a common sales methodology (MEDDPICC or equivalent) embedded in CRM and deal reviews. Build systems for onboarding, enablement, content management, and ramp tracking.
GTM Reporting & Analytics: Establish a single source of truth for revenue metrics. Build board-ready dashboards spanning pipeline, funnel, productivity, retention, and attribution. Own data infrastructure for WBR/MBR/QBR. Deliver self-serve analytics to reduce dependency on central analysts.
Architecture & Reliability: Define integration patterns (event-driven, idempotent, retried). Set and publish SLOs for revenue-critical systems. Own on-call rotation and incident response. Maintain architecture decision records reviewed quarterly.
Requirements:
- Experience owning GTM Ops, RevOps, or revenue systems at a globally distributed company with multi-product growth
- Proven track record scaling (not just maintaining) a GTM ops function at a SaaS company between $50M–$200M ARR
- Hands-on fluency with HubSpot or Salesforce, Segment, Braze, SQL, dbt, and warehouse pipelines
- Track record of hiring and developing GTM Ops talent
- Passion for AI demonstrated through hands-on building, prototyping, or side projects
- Default to building over requesting
- Confident thinking combined with openness to being wrong
