GTM Strategy & Ops Lead - APJ
Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.
About the role
This is a greenfield, high-ownership role. You'll be the first GTM Ops leader on the ground in APJ, building the operational infrastructure that enables our go-to-market team to move fast, forecast accurately, and scale sustainably across the region. You'll partner directly with the President of APJ and broader GTM leadership to stand up the core operating cadences, design territory and coverage models, and drive the strategic analyses that shape how we grow across APJ over time.
This isn't a role for someone looking to maintain what's already been built - there isn't much yet. It's for someone who gets energized by the blank page, earns credibility through rigor and craft, and wants to be the person who shapes how a world-class GTM operation comes together in a new region.
What you'll do
Serve as the embedded GTM strategy and operations partner for the APJ sales and GTM team, acting as a trusted advisor and operator to regional leadership
Build the core operating infrastructure from scratch - forecasting cadences, pipeline review processes, territory design, quota frameworks, and performance visibility
Drive regional business reviews and strategic analyses to identify trends, surface opportunities, and inform GTM decisions at the leadership level
Partner with GTM leadership and cross-functional stakeholders (Finance, Enablement, Data) to develop go-to-market strategy and resource plans for ANZ and APJ
Design and manage territory allocation to optimize sales team performance; provide data-driven recommendations that align with broader business objectives
Lead high-impact regional projects that improve efficiency and effectiveness across the APJ revenue organization
Serve as the connective tissue between the APJ GTM team and the global rev ops and strategy function - ensuring alignment, sharing what's working, and advocating for what the region needs
Hire and lead a team across APJ
You may be a fit if
You have 15+ years in revenue operations or GTM strategy at a high-growth technology company, with meaningful depth in sales operations - not just analytical support
You've operated as a true business partner to GTM leadership, not just a data provider - you shape priorities, influence decisions, and earn credibility in the room
You've built operational infrastructure in an early-stage or rapidly scaling environment - you know what good looks like and can get there from zero
You have experience at a SaaS or consumption-based company and understand how that model shapes forecasting, metrics, and territory design
You're comfortable with ambiguity - this role involves real open questions about how a region builds and scales, and you'll help answer them
You're strong analytically, with the organizational rigor to manage multiple priorities and the communication skills to influence senior stakeholders
You have experience building territories, comp plans, and quotas for GTM teams and are fluent in Salesforce