GTM Architect

The shape of it

In the posting’s own words

The GTM Architect, Enterprise will report to the Head of Enterprise GTM and will own the operating systems, measurement, and engagement model that power Scale AI’s enterprise revenue motion. This role is responsible for designing and running the enterprise GTM architecture across RevOps, sales performance, and cross-functional execution, ensuring Scale’s largest and most strategic accounts are engaged with rigor, consistency, and impact.

What it asks for · 6

• 8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments
• Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences
• Excellent written and verbal communication skills, including experience building executive-level materials and dashboards
• High attention to detail paired with the ability to operate at a strategic altitude
• Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time
• Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus

What the job covers

• Own and evolve Scale’s enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards
• Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth
• Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity
• Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews
• Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting
• Build executive-level dashboards and reporting to support GTM decision-making and leadership visibility
• Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged
• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution
• Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting
• Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions
• Initially operate as a senior individual contributor, with a clear path to hiring, developing, and leading a high-impact GTM / RevOps team

Tools and skills named

Words the posting leans on

• enterprise18×
• gtm14×
• sales14×
• enterprise gtm7×
• enterprise sales6×
• planning6×
• accounts5×
• experience5×
• reporting5×
• revops5×
• design4×
• operate4×
• operating4×
• performance4×
• senior4×
• systems4×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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