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Salary: USD 275,000 - 300,000 / annual
Contentstack is seeking a VP of GTM Strategy & Systems to own the company's AI-native go-to-market operating system end-to-end. Reporting directly to the CEO, you will partner closely with the CRO, CMO, and CFO to translate growth strategy into the data, systems, workflows, and AI-augmented processes that power the GTM organization.
This is a senior executive leadership role with ownership across three pillars: GTM Ops & Analytics, GTM Engineering, and GTM Apps. You will be responsible for building the infrastructure that allows the GTM organization to scale more efficiently, improve decision-making, and leverage AI without simply adding headcount.
Key responsibilities include:
- Own the GTM operating system across all three pillars, ensuring people, processes, data, and technology work together as one integrated system
- Lead revenue, marketing, and partner operations, including pipeline, forecasting, territory and quota planning, deal desk, renewals, services, funnel operations, lead routing, attribution, partner pipeline, and GTM performance reporting
- Build and evolve GTM architecture, including process design, operating cadence, web and GTM infrastructure, and the AI/agent layer that runs across it
- Own the GTM technology ecosystem, including Salesforce, CPQ, marketing automation, integrations, APIs, MCP surfaces, permissions, and governance
- Partner with AI and Engineering to identify, prioritize, and deploy high-impact agent and workflow automation use cases across the revenue funnel
- Build and lead the GTM Systems organization, including pillar leads and teams across architecture/engineering, applications, and operations/analytics
- Establish the GTM data foundation and operating cadence, creating shared definitions, clean data, trusted reporting, and consistent rhythm for pipeline, forecasting, and business reviews
- Drive measurable GTM efficiency using AI, automation, and better systems to increase organizational capacity without scaling headcount in lockstep with revenue
Contentstack is an AI-forward company pioneering the Agentic Experience Platform (AXP), which brings together structured content and brand governance, real-time customer data and omnichannel personalization, and autonomous AI orchestration. Leading brands including Steve Madden, LG Electronics, Subaru of America, Dolce & Gabbana, ASICS, Decathlon, and Caesars Entertainment rely on Contentstack. The company is scaling from approximately $100M to $250M ARR.
REQUIREMENTS:
- 12+ years of experience across GTM functions within enterprise SaaS, including experience navigating hypergrowth, transformation, and scaling operating discipline
- Proven experience building and owning GTM systems, data architecture, and operating infrastructure, rather than simply consuming reports or managing inherited processes
- Hands-on AI and automation experience in a GTM environment, including deploying agents or automated workflows and understanding governance, permissions, auditability, and data quality
- Deep expertise in the modern GTM technology stack, particularly Salesforce and its ecosystem, along with pipeline management, forecasting, revenue operations, and GTM analytics
- Experience building teams and operating capabilities from the ground up, including diagnosing gaps, defining architecture, and making thoughtful hiring and investment decisions
- Strong ability to operate as both a hands-on builder and executive strategist, moving comfortably from stakeholder interviews and process diagnostics to architecture, prioritization, and organizational decisions
- Exceptional executive presence and cross-functional influence, with ability to drive adoption, establish governance, and create alignment across Sales, Marketing, Customer Success, Services, Partnerships, Product, Engineering, Finance, and the CEO's Office
- Comfortable making clear trade-offs and setting boundaries, knowing what belongs within GTM Systems and where ownership should remain with other functions
- Willingness to travel occasionally
