Director, GTM Strategy – Operations

🕒 September 17

🏄 California, New York – Remote

🏄 California – Remote 🗽 New York – Remote

⏰ Full Time

🔴 Lead

⚙️ Operations

👻 Ghost score 18%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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At-Bay

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

🛡️ Insurance

🔒 Cybersecurity

💳 Fintech

💰 $3.7M Venture Round on 2022-09

Insurance • Cybersecurity • Fintech

At-Bay is a property and casualty insurance agency and surplus lines broker that combines insurance with advanced cybersecurity technology. The company offers modern risk management solutions by providing cyber insurance, technology errors & omissions (E&O), and miscellaneous professional liability (MPL) coverage. At-Bay's innovative approach includes automated underwriting, exposure management, and a security partner network to deliver end-to-end cyber risk prevention and protection. They offer up to $10 million in coverage limits for businesses with substantial revenues, focusing on both primary and excess Surplus Cyber and Tech E&O. At-Bay also emphasizes broker support through platforms and resources designed to provide quick quotes and actionable security insights to enhance service delivery.

📋 Description

• Define At-Bay Security’s growth strategy and translate company strategy into executable GTM plans • Develop market segmentation, customer targeting, distribution, channel, coverage, and partnership strategies • Identify and evaluate new customer segments, channels, partnerships, and growth opportunities • Build business cases, financial models, analytical frameworks, and closed-loop measurement • Design, test, validate, and operationalize new GTM motions • Lead annual and quarterly GTM planning, capacity planning, forecasting, pipeline, bookings, and revenue modeling • Define GTM KPIs, dashboards, reporting, and operating cadences • Present GTM performance, strategic priorities, and analytical findings to senior leadership • Design territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures • Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention • Own GTM technology infrastructure, CRM governance, data quality, reporting, and tooling • Own the roadmap and implementation of AI use cases across Sales, Marketing, and Revenue Operations • Lead cross-functional strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams

🎯 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 • 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 its impact on modern GTM organizations • Strong cross-functional leadership and ability to influence Sales, Marketing, Product, Finance, Security, and executive leadership • Ability to move between executive-level strategy and operational details • Good judgment, intellectual curiosity, and bias toward simple, practical solutions

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