Head of GTM Operations

About Shelf:

There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.

We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI.

Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers.

Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI and other big tech players who are bringing GenAI to the enterprise.

Our mission is to empower humanity with better answers everywhere.

Job Overview:

The Head of GTM Operations will be responsible for owning the execution of the GTM strategy across direct sales, partner sales, and marketing. Their job will be to keep all the teams aligned, integrated, and working on a predictable cadence. They're responsible for holding each functional leader accountable to organizational goals on a quarterly, monthly, and weekly basis. 

The Head of GTM Operations will run weekly meetings, critical GTM projects, and will be responsible for the GTM team's performance. We're looking for an experienced manager with at least 10 years of GTM experience in B2B SaaS who is organized, disciplined, a good communicator, is driven to win, holds themselves to very high standards, and is extremely self-motivated.  Military leadership experience is a plus.

This role is highly execution-focused – you are expected to “roll up your sleeves” and turn strategy into action daily. If you are organized, driven to win, hold yourself and others to high standards, and can build a culture of accountability, we want to hear from you.

The goal is to optimize and amplify a best-in-class, impactful, and innovative GTM motion that takes Shelf from Series C to Series D and beyond.  If you are a highly motivated, ambitious individual with a proven track record of success and a passion for enabling teams to perform at the highest level, we invite you to apply for this exciting opportunity. 
Key Responsibilities:

• Align Cross-Functional GTM Execution: Break down silos and ensure Sales, Marketing, and Partner teams operate in lockstep under a unified GTM plan. Establish a structured operating cadence – e.g. weekly team huddles, monthly performance reviews, quarterly business reviews – to keep everyone on the same page regarding goals, deadlines, and deliverables. Facilitate these regular check-ins to maintain focus, surface issues early, and adjust tactics as needed for success.
  
• Establish and Enforce GTM Management Systems: Design and maintain the operating system for GTM leadership – including structured meeting cadences, standardized reporting templates, goal-tracking tools, and post-mortem processes to create institutional learning.
  
• Lead Weekly GTM Meetings: Own the agenda, facilitation, and follow-through for cross-functional GTM meetings. Ensure that updates are concise, blockers are surfaced, KPIs are reviewed, and owners are held accountable to commitments. Drive resolution of conflicts or ambiguity across teams.
  
• Create a Culture of High Accountability: Define clear expectations and KPIs for Sales Ops, Marketing Ops, Partner Ops (if applicable), and hold GTM leaders and their teams accountable for delivering results. When performance is lacking, intervene quickly with diagnostics, coaching plans, or structural changes.
  
• Optimize GTM Processes: Continuously refine and standardize core go-to-market processes to improve efficiency and scalability. This spans lead management, handoff between marketing and sales, opportunity pipeline reviews, deal desk approvals, and quarterly territory/quota planning. Identify bottlenecks or friction points in the sales cycle and collaborate with teams to implement solutions. 
  
• Lead Cross-Functional GTM Initiatives: Drive special projects and initiatives that involve multiple GTM functions. You will be the point person for orchestrating these projects and making sure they stay on schedule and deliver results.
  
• Sales Enablement & Team Development: Oversee GTM enablement efforts to make sure teams are fully trained, equipped, and informed to execute effectively. Manage the onboarding process for new sales and marketing hires, and drive ongoing training programs to continuously upskill team members.
  
• Strategic Planning Support: Partner closely with the CRO and department heads in annual and quarterly planning cycles. Translate high-level go-to-market strategy into detailed operational plans, quota and capacity models, and project roadmaps for each team.
  

Qualifications & Skills

• Experience: 10+ years of progressive experience in GTM, Sales, Marketing or Revenue Operations roles within high-growth B2B SaaS companies. 
• At least 3-5 years in a management capacity (managing teams or large projects), with a track record of scaling GTM operations in a $20M→$100M+ ARR environment. (Military leadership experience is a strong plus.)
• Builder of Systems & Rituals: Strong track record of creating structured management systems (e.g. OKRs, performance dashboards, weekly cadences, issue escalation workflows) that align teams and drive sustained performance.
• Leads by Example: You show up prepared, follow through on commitments, and set a high bar for operational excellence. Your discipline and personal drive model the behavior you expect from others.
• Operational Excellence: Exceptional organizational skills and attention to detail – you bring rigor and discipline to planning and execution. You have demonstrated the ability to create structure and process where it may not exist, and to establish repeatable operating rhythms that drive focus and accountability. You pride yourself on running a tight, predictable ship in an otherwise fast-paced environment.
• Strategic & Tactical Balance: Comfortable operating at both the strategic and tactical level. You can zoom out to craft long-term GTM strategy and frameworks, but also dive into the trenches to solve immediate problems and get things done. In other words, you can design the playbook and run the plays – whatever the situation calls for.
• Management & Communication: Excellent communication and interpersonal skills, high emotional intelligence and a servant-leader mindset that focuses on making your team better. Tough but Fair: Not afraid to hold people accountable, even when it’s uncomfortable. 
• Self-Motivation & Drive: Self-motivated and outcome-driven, with a competitive drive to win and continuously improve. You set high standards for yourself and others, and take initiative to solve problems without waiting for direction. The ideal candidate thrives in a dynamic, sometimes ambiguous startup environment and maintains a sense of urgency in pursuing goals.
• Industry & Domain Knowledge: Deep understanding of SaaS business models and B2B sales motions (e.g. familiarity with both mid-market and enterprise sales cycles). Experience working with or managing partner sales channels and marketing programs is highly valuable. You stay up-to-date on modern Revenue Operations best practices and maybe even have exposure to emerging tools (AI in sales, automation, etc.).

What We’re Looking For:

• B2B SaaS Background with a Bachelor's degree
• Experienced manager who will roll up their sleeves and do whatever is necessary to help the team win
• Work extraordinary hours - NO 9 to 6 people need apply - save us both time. 
• Ability to adapt and thrive in a fast-paced, cutting-edge AI product company
• Winning mindset with a track record of bringing out the best in other people.
• Experience in scaling GTM teams and operations in high-growth environments.
• Military leadership experience is a plus
  

Success Metrics
To be successful in this role, you should aim to achieve the following within the first 12 months:

• 100%+ increase in net new ARR
• 100%+ increase in weighted pipeline
• 100%+ increase in leads, MQL's and ToFu metrics

* We're already growing at 100% YoY so we're looking for someone to maintain this growth rate at scale. 

What We Offer:

• $225K+ base plus variable 
• life changing equity
• Comprehensive health and wellness packages
• Long hours, challenging work and the ability to impact the AI industry and the future economy of the world
  

Location:
Remote work in NYC Metro or SF Bay Area Preferred. Top candidates outside of these areas within the US will be considered. Travel to Stamford, CT, as needed.

Why Shelf:

• Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan
• We love our customers and our customers love us. Ask a Shelf customer why, and they’ll tell you it’s because of our innovative capabilities, rock-solid reliability, they truly enjoy working with our people, but most of all – it’s the improvements they see in their business KPIs.
• We have raised over $60 million in funding and our investors include Tiger Global, Insight Partners, Connecticut Innovations, and others
• We have high velocity growth powered by the most innovative product in our category, 3X growth for 3 years in a row
• We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few months

Shelf Values:

Quality - We’re united by our focus on world‑class Quality. Quality in all things – starting with everything that leaves your desk. Everything you touch – every email, report, campaign, and piece of code – should be outstanding. Your work product should blow people away. Having people look at what you’ve done and say, “Wow.” That’s the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanship—your ability to make things better.

Momentum - for us means that you should know that the things you’re responsible for are moving forward. When you look around and see something that’s stalled, get it moving again. We pride ourselves on “ball movement.” When your boss or team leaves you with something, they should return to see measurable progress. Small, continuous movement is our recipe for success. Constantly look for how to make the work around you move forward. We want you to initiate solutions, ideas, and progress. Don’t wait for it to come to you—reach out and create movement. All the time.

Accountability - We expect every team member to feel that they are accountable for more than anyone might normally expect. Each of us should feel real responsibility for things even at the edge of our control. We consistently share and align on expectations, give each other open and respectful feedback, and use those two drivers to ensure that every agreement we make with one another is clear and complete.

Hard Work - We’re here to do something difficult together. We care intensely about the mission and we expect that from our teammates. That care means that we work hard here. Hard work comes with long hours, extra effort…and real opportunity at Shelf. Your passion for creating and sustaining output is a part of our DNA. Support each other, cheer each other on, drive the mission forward. Great teams sustain intense effort together to win.

Learning Agility - We’re innovating in one of the fastest‑moving spaces in history at a time of accelerating global change. That’s incredibly exciting and requires each of us to commit fully to learning each and every day so that we can be the best at what we do. None of us know everything. All of us can learn anything. Staying open and constantly curious is a key success driver at Shelf. It also requires humility. We prize people who are consistently humble and open to making mistakes and growing from them. Recognize also that learning itself is a skill…we need you to be really good at it. Keep dialing in your own understanding about how you learn best and push yourself to keep growing.

Adapt and Thrive - Overcoming challenges lives deep in our DNA. We have a proud history of understanding and living the reality that obstacles are our opportunities…they’re the key to our success. Change is a constant in our business and fighting change is counterproductive. We need you to be good at being uncomfortable and understand that discomfort is the key to growth. Cultivate your own ability to adapt and know that struggling well is something you’ll share with every team you’re on at Shelf. Our company stories are about thriving through real difficulty…together.

Win Together - We win or lose as a team. Always. Everything you do here is connected to the rest of the organization. Part of our shared team environment demands full honesty…real candor and directness with one another. We expect you to constantly be thinking about how to support your teammates and the company, always acting in service to our shared mission and what’s best for the organization as a whole.