Note: The job is a remote job and is open to candidates in USA. Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to clients. They are seeking a VP of GTM Strategy and Operations to lead the centralized Revenue Operations function, focusing on territory design, pipeline governance, and compensation strategy across all regions and verticals.
Responsibilities
- Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers
- Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts
- Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers
- Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence
- Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one
- Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target
- Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation
- Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments
- Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors — account penetration, deal quality, and formation compliance, not just bookings volume
- Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins
- Partner with Finance to drive comp efficiency over time through smarter plan design
- Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard
- Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring
- Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales
Skills
- 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations, with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
- Demonstrated track record building or restructuring a centralized RevOps function inside a complex, multi-segment B2B business — owning the commercial engine, not managing a regional silo
- Direct ownership of territory design, quota setting, and comp plan architecture at scale; has held regional sales leaders accountable to a standard model
- Hands-on experience with pipeline governance and forecast accountability — managing the number, not just reporting it
- Financial fluency: comfortable reading deal-level P&L, modeling comp plan costs, and connecting territory design decisions to EBITDA contribution; prior experience in Finance, FP&A, or a Controller role is a meaningful differentiator
- Experience operationalizing strategic work — converting a framework, model, or consulting deliverable into something the business runs on every day
- Background in technology distribution, value-added reselling, or systems integration — understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin is made at the deal level
- Experience with account segmentation, propensity modeling, or territory design tools; comfortable inheriting and running a model you did not build
- Familiarity with NetSuite or ConnectWise as a CRM and quoting system of record
- Experience leading GTM design through a commercial transition — M&A integration, vendor consolidation, or a major go-to-market restructuring
Benefits
- Comprehensive medical, dental and vision plans for you and your dependents
- 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
- Competitive Compensation
- Training and development programs
- Major offices stocked with snacks and beverages
- Collaborative and cool culture
- Work-life balance and generous paid time off
Company Overview
Company H1B Sponsorship