GTM Strategy & Operations Lead at Thinking Machines | San Francisco

Thinking Machines Lab brings together scientists, engineers, and innovators with a track record in developing widely used AI products and open-source projects. The team has contributed to tools like ChatGPT, Character.ai, Mistral, PyTorch, OpenAI Gym, Fairseq, and Segment Anything. The company’s mission centers on advancing collaborative general intelligence to help people achieve more with AI tailored to their needs. Tinker, the company’s fine-tuning API, enables researchers and developers to adapt advanced AI models to their own data and algorithms. By handling the infrastructure, Tinker allows users to focus on customization, opening up capabilities that were once limited to a few specialized labs. As Tinker’s customer base and feature set grow, the team is focused on building a scalable platform and supporting an expanding community. Role overview The GTM Strategy & Operations Lead will build and refine the commercial structure for Tinker. This person will design strategies and processes that turn organic product adoption into a consistent, scalable revenue stream. The role involves shaping how Tinker’s fine-tuning capabilities are packaged, priced, launched, and sold across different customer segments. Collaboration with product, engineering, and research teams is central to the work. Tinker is designed for technically sophisticated users. The GTM lead must be comfortable discussing training infrastructure and understand how developers evaluate and adopt new tools. What you will do Develop and execute commercialization strategies for Tinker, including pricing, packaging, and launch plans based on market and competitor analysis. Create go-to-market approaches tailored to different types of customers. Manage partnerships to expand Tinker’s reach and open new channels for demand. Design and oversee customer pilots, onboarding, and expansion playbooks to move accounts from testing to production use. Produce commercial playbooks to help customer-facing engineers and FDEs position and sell Tinker effectively. Set and track success metrics for launches and GTM projects, running experiments to test assumptions about pricing and product packaging.

As the GTM Strategy & Operations Lead at Faire, you will play a pivotal role in shaping our go-to-market strategies and optimizing our operational processes. Your insights will drive our initiatives, ensuring we effectively reach and engage our target markets. You will collaborate with cross-functional teams to align our strategic vision and operational execution, ultimately supporting our growth objectives.

OpenAI is hiring a GTM Strategy & Growth Lead to focus on API products in San Francisco. This position centers on building and executing go-to-market strategies that help expand the reach and impact of OpenAI’s API offerings. Role overview The GTM Strategy & Growth Lead works closely with teams across the company to align product, marketing, and sales efforts. The role requires using data-driven insights to identify opportunities and guide decisions that support business growth. Key responsibilities Develop and implement go-to-market plans for API products Collaborate with cross-functional partners to drive adoption and usage Analyze data to uncover trends and inform strategy Who OpenAI is looking for This role suits someone interested in shaping how AI products are adopted and used. Experience with go-to-market strategy, growth initiatives, and working with APIs will be valuable.

OpenAI is searching for a GTM Strategy & Operations Lead to support its Enterprise division in San Francisco. This position centers on developing and executing go-to-market strategies that foster enterprise growth. Role overview The GTM Strategy & Operations Lead will guide both strategic planning and day-to-day operations for OpenAI's enterprise products. The work directly influences how products are positioned and delivered to clients, with a focus on meeting evolving enterprise needs. Key responsibilities Shape and execute go-to-market strategies for enterprise offerings Drive operational improvements to support business growth Provide insights that inform product direction and market approach Ensure client expectations are understood and exceeded Location This role is based in San Francisco.

At Thinking Machines Lab, we strive to empower humanity by advancing collaborative general intelligence. Our vision is to create a future where everyone can access the knowledge and tools necessary to harness AI for their specific needs and aspirations.Our team comprises scientists, engineers, and innovators who have developed some of the most widely utilized AI products, such as ChatGPT and Character.ai, along with notable open-weight models like Mistral, as well as prominent open-source projects including PyTorch, OpenAI Gym, Fairseq, and Segment Anything.About the RoleAs a Research Product Manager (RPM) at Thinking Machines Lab, you will play a pivotal role in driving complex, high-impact technical products and programs that encompass research, infrastructure, and applied initiatives. You will facilitate the transformation of ambitious concepts into reality by propelling cross-functional collaboration, ensuring projects maintain momentum, and fostering clarity in fast-paced, ambiguous settings.Your contributions will connect people, ideas, and systems, guaranteeing that our critical research initiatives remain aligned, well-defined, and progressing efficiently. This position is ideal for someone who excels in technical discussions, comprehends the intricacies of research, can conceptualize at a high level while also delving into detailed aspects, ultimately aiming to assist the company in executing at scale.Note: This is an "evergreen role" that we keep open on an ongoing basis to express interest. We receive numerous applications, and there may not always be an immediate role that aligns perfectly with your experience and skills. Nevertheless, we encourage you to apply. We continuously review applications and reach out to applicants as new opportunities arise. You are welcome to reapply if you gain more experience, but please refrain from applying more than once every six months. You may also find that we post job openings for specific roles related to separate projects or team needs. In those cases, you are welcome to apply directly in addition to this evergreen role.What You’ll DoDrive and coordinate large-scale research products and programs, ensuring that complex projects are executed efficiently, transparently, and with scientific rigor.Translate technical ideas into actionable, well-scoped plans, defining milestones and ensuring team alignment across model development, data campaigns, infrastructure, and product integration.Collaborate across disciplines—from research and ML infrastructure to legal and business development—quickly ramping up on new domains as necessary.Create and maintain compute and resource roadmaps, identifying bottlenecks and solutions to optimize project flow.

Thinking Machines Lab brings together scientists, engineers, and innovators behind widely recognized AI products such as ChatGPT and Character.ai, as well as open-source frameworks like PyTorch, OpenAI Gym, Fairseq, and Segment Anything. The team is driven by a mission to enhance humanity through collaborative general intelligence, aiming for a future where AI adapts to individual needs and goals. Tinker, the lab’s fine-tuning API, empowers researchers and developers to customize advanced AI models for their own use cases. Tinker manages the infrastructure, allowing users to train open-weight models with their chosen datasets, algorithms, and objectives. As Tinker grows its user base and features, the team is expanding to better support the community. Role overview The Forward Deployed Engineer acts as the main point of contact for a broad range of clients, from solo developers to large organizations. This role identifies customer challenges and requirements, then translates those insights into actionable product improvements. Both customer interaction and product development responsibilities are central to this position. What you will do Triage and resolve customer issues across the full stack, including analyzing logs, reproducing failures, and tracing job executions. Develop tools, integrations, and automation to address recurring problems and speed up user support. Create and update clear documentation and practical guides based on real user experiences and implementations. Work closely with research and infrastructure teams to turn customer feedback into prioritized engineering tasks. Help shape Tinker’s product roadmap by sharing insights from daily customer interactions.

Thinking Machines Lab aims to advance collaborative general intelligence, making AI accessible and adaptable for individuals and organizations. The team brings together scientists, engineers, and innovators behind well-known AI solutions, including ChatGPT, Character.ai, Mistral, and open-source projects like PyTorch, OpenAI Gym, Fairseq, and Segment Anything. Tinker, the lab’s fine-tuning API, helps researchers and developers customize AI models using their own data and algorithms. By handling the infrastructure, Tinker allows users to focus on training and deploying models that suit their needs. With a growing customer base and expanding features, the team is looking for a Software Engineer, Platform to support Tinker's continued development. Role overview This position centers on building and maintaining the core platform systems that power Tinker. The engineer will manage billing and usage metering, permissions and access control, organizational structures, data exports, audit logging, and the administrative tools that tie these systems together. Collaboration with product and legal teams is essential, as changes to features, pricing, and enterprise agreements will involve this role. What you will do Design the authorization layer for all products, including RBAC, API key scoping, organizational hierarchies, and permission boundaries. Oversee billing infrastructure, covering usage metering, plan management, payment processing, invoicing, and revenue recognition support. Develop and improve models for organizations and teams, such as seat management, SSO/SAML, workspace isolation, and invitation flows. Implement data export and deletion processes that align with enterprise standards and data residency requirements. Create audit logging systems to track user actions and decisions. This role is based in San Francisco.

At Thinking Machines Lab, we are on a mission to enhance humanity through the advancement of collaborative general intelligence. Our vision is to create a future where everyone has the opportunity to leverage AI tailored to their individual needs and aspirations.Our team comprises scientists, engineers, and innovators who have developed some of the most renowned AI products in the industry, such as ChatGPT, Character.ai, as well as open-weight models like Mistral and popular open-source projects including PyTorch, OpenAI Gym, Fairseq, and Segment Anything.About the RoleWe are seeking an Executive Business Partner to provide vital support to several technical leaders from our San Francisco office. Your role will be crucial in ensuring our team remains focused and organized by managing personal logistics and handling tasks that may otherwise be overlooked.This position is unique, requiring creativity and flexibility to adapt to various work styles and the dynamic challenges of a fast-paced startup environment. You will enjoy significant autonomy in decision-making without extensive supervision.What You’ll DoManage calendars, schedule meetings, and coordinate travel for 3-4 technical leaders.Act as the primary liaison between your supported leaders and other departments within the company.Assist with recruiting coordination efforts.Monitor projects and commitments to ensure nothing is overlooked.

At Thinking Machines Lab, our mission is to empower humanity by advancing collaborative general intelligence. We envision a future where everyone has access to the knowledge and tools necessary to leverage AI for their unique goals.Our team consists of scientists, engineers, and builders who have developed some of the most utilized AI products, such as ChatGPT and Character.ai, alongside open-weight models like Mistral and popular open-source projects including PyTorch, OpenAI Gym, Fairseq, and Segment Anything.HR Business PartnerThe HR Business Partner role is essential in empowering our team to thrive as we scale. You will be pivotal in coaching our leaders and designing people systems that align with our mission.As the HR Business Partner, you will facilitate leadership coaching and the design of performance management systems that foster growth and collaboration. You will support managers in enhancing team dynamics and personal development while building a scalable people infrastructure that includes performance feedback systems, compensation structures, and career frameworks.What You’ll DoProvide coaching to managers by observing their leadership styles, identifying strengths and areas for growth, and promoting continuous improvement.Advise leadership on organizational strategies, including team structure, succession planning, and strategic people decisions that influence our operational effectiveness.Develop compensation frameworks that attract top-tier machine learning talent while ensuring alignment with our core values and principles.Create career progression frameworks tailored for a research environment where growth often transcends traditional management roles and where contributions such as mentorship and expertise are valued.Establish feedback and evaluation mechanisms that prioritize personal improvement over mere assessment.

Thinking Machines Lab brings together scientists, engineers, and innovators who have contributed to well-known AI products such as ChatGPT, Character.ai, and open-weight models like Mistral. The team’s open-source projects include PyTorch, OpenAI Gym, Fairseq, and Segment Anything. Their mission centers on advancing collaborative general intelligence and making AI tools accessible for a wide range of users and goals. The Tinker platform offers a fine-tuning API that lets researchers and developers tailor advanced AI models to their needs. By handling the underlying infrastructure, Tinker enables users to train open-weight models with custom data, algorithms, and objectives. As demand grows, the team is adding new features and supporting an expanding community. Role overview The Full Stack Software Engineer will play a key part in building and maintaining the products and services that Tinker users depend on. This position involves working closely with frontend, backend, and infrastructure teams to deliver the Tinker console, developer tools, and essential features. What you will do Develop and enhance Tinker’s APIs and backend services using Python and Rust, focusing on areas like job submission, orchestration, billing, and usage tracking. Design and launch user interfaces, including the Tinker console and upcoming developer tools, using React and TypeScript. Refine the developer experience by improving SDK usability, error messages, API design, and onboarding processes. Work to increase system reliability, observability, and security in production, and participate in on-call rotations. Create internal tools that help research and infrastructure teams work more efficiently. Location This role is based in San Francisco, California.

Thinking Machines Lab brings together scientists, engineers, and innovators who have shaped well-known AI products like ChatGPT and Character.ai, as well as open-weight models such as Mistral. The team also contributes to open-source projects including PyTorch, OpenAI Gym, Fairseq, and Segment Anything. The company’s mission centers on advancing collaborative general intelligence, aiming to make AI accessible and adaptable to individual needs. Tinker, the company’s fine-tuning API, enables researchers and developers to customize advanced AI models using their own data and algorithms. Thinking Machines manages the infrastructure, giving users the flexibility to train open-weight models while focusing on their unique requirements. As Tinker expands, the platform continues to evolve alongside its growing community. Role overview The Site Reliability Engineer will focus on improving the reliability and resilience of the Tinker platform. This role involves close collaboration with platform engineers and research teams to strengthen every layer of the system, from infrastructure to user-facing services. What you will do Define and take ownership of end-to-end reliability, including CI/CD workflows, production observability, and incident response processes. Set Service Level Objectives for distributed training systems, balancing reliability, scheduling latency, and development speed. Design and implement monitoring and observability across the training pipeline. Manage incident response for Tinker, ensuring prompt recovery, thorough incident analysis, and systematic improvements to prevent recurrence. Enhance multi-tenant isolation and resource scheduling to support LoRA-based workload co-scheduling, maintaining both reliability and data separation. Collaborate with security teams to identify and address production vulnerabilities. This position is based in San Francisco.

Thinking Machines Lab brings together scientists, engineers, and innovators who have contributed to well-known AI products such as ChatGPT, Character.ai, and open-source frameworks like PyTorch, OpenAI Gym, Fairseq, and Segment Anything. The team's mission centers on advancing collaborative general intelligence, aiming to make AI accessible for people to address their own needs and ambitions. The Tinker platform offers a fine-tuning API that lets researchers and developers tailor advanced AI models to their specific requirements. Tinker provides the infrastructure, while users maintain flexibility to train open-weight models with their own data and algorithms. As Tinker grows its features and user base, the team is expanding to support the platform's evolution. Role overview This Full Stack Software Engineer role focuses on designing, building, and maintaining the products and services that Tinker users rely on. The work covers frontend, backend, and infrastructure, with an emphasis on the Tinker console, developer tools, and meeting the changing needs of the Tinker community. What you will do Develop and improve Tinker’s APIs and backend services using Python and Rust, including systems for job submission, orchestration, billing, and usage tracking. Build user-facing interfaces such as the Tinker console and future developer tools with React and TypeScript. Enhance the developer experience by refining SDK usability, error messages, API design, and onboarding workflows. Increase system reliability, observability, and security in Tinker’s production environment, and participate in on-call rotations. Create internal tools to support the research and infrastructure teams working on Tinker. This position is based in San Francisco.

Join abridge as the GTM Finance & Strategy Lead, where you will be at the forefront of shaping our go-to-market strategies. In this pivotal role, you will leverage your financial expertise to drive strategic initiatives that support our growth objectives.

About HappyRobotHappyRobot is at the forefront of revolutionizing the way enterprises harness AI workforces. Our AI agents are not just communicators; they actively make decisions, execute actions, and autonomously manage operations across voice, email, and enterprise systems. Originating from Y Combinator (S23) and supported by a16z and Base10 with over $60 million in funding, we empower essential operations for global enterprises.Our platform has proven robust in the most challenging environments, where AI impacts real outcomes. We began in logistics, developing our own voice stack, models, and orchestration layer from scratch, and are now extending that infrastructure to every enterprise that drives the real economy. Discover more about our vision in our manifesto.Role OverviewIn light of HappyRobot's rapid growth, this role is crucial in ensuring the underlying systems for Growth and Sales function effectively — from clean data and reliable reporting to seamless automations and a tooling stack that propels our teams forward. You will take charge of Salesforce operations, overseeing fields, workflows, data integrity, dashboards, and reporting. Additionally, you will manage the operational layer across our growth stack, which includes attribution, tool integrations, email infrastructure, and automation processes. You will be the go-to person for both Growth and Sales teams when they need solutions built, issues resolved, or new ideas explored.You would be an ideal candidate if you approach the GTM stack with a product manager's mindset — evaluating what's effective, identifying bottlenecks, recognizing gaps, and determining what to develop or procure next. As we expand, you will gain broader responsibilities over this stack and the strategic decisions surrounding it.What You’ll DoOversee Salesforce administration: ensuring data integrity, managing fields, record-triggered flows, reports, and dashboards.Develop and maintain integrations between Salesforce and the broader GTM stack (including Amplemarket, Unify, marketing automation tools, etc.).Establish and manage attribution to ensure we can assess what strategies are effective.Manage email infrastructure: domain setup, inbox warmup, and deliverability monitoring.Create automations that streamline processes and minimize manual tasks across the pipeline.

About UsAt Rillet, we empower accounting and finance teams with cutting-edge tools and insights. Our mission is to help organizations achieve unparalleled speed, accuracy, and clarity in their financial operations.As an AI-driven ERP solution, Rillet enables a zero-day close with a unique data model that serves as a unified source of truth. Our extensive suite of native integrations—including Stripe, Ramp, and Salesforce—coupled with automated workflows and multi-entity consolidation, positions us as leaders in the industry. Our innovative AI agents provide specialized support in areas like accruals and audits, contributing to our consistently perfect customer satisfaction score. High-growth AI companies such as Mercer, Windsurf, and Function Health appreciate our rapid deployment capabilities as their financial needs evolve.With a significant market opportunity ahead, we have successfully secured $100M in funding from top investors like Sequoia, a16z, and First Round to advance our goal of helping businesses operate at the speed of AI.Our CultureRillet thrives on a fast-paced environment where intelligence is just the starting point. We seek individuals who embody speed, agency, and adaptability.Our team members are proactive and mission-driven, creating strategies that yield exceptional results beyond initial expectations. We focus on customer needs, ensuring that we tackle the most critical projects, even if they diverge from the initial plan.While accounting expertise is not a prerequisite, a deep appreciation for the financial empowerment our tools provide to clients is essential. Our team is passionate about supporting the financial frameworks of the world’s fastest-growing businesses.Position OverviewWe are in search of a pioneering GTM Operations Lead to establish and refine the operational backbone of our go-to-market strategy from its inception.This is a foundational role where you will not inherit existing structures; instead, you will create the systems, data models, and operational rhythms necessary to drive Sales, Marketing, and future GTM initiatives such as Account Management and Partnerships. Your work will lay the groundwork for clarity and efficiency in what is currently an ambiguous environment.Candidates should have a proven track record of building GTM/RevOps in an early-stage SaaS environment and possess hands-on experience with Salesforce or similar platforms, developing them from the ground up.

About Our TeamAt OpenAI, our mission is to develop safe artificial general intelligence (AGI) that benefits humanity as a whole. This ambitious endeavor brings together the world’s leading scientists, engineers, and business professionals within a collaborative lab environment.Our Go To Market (GTM) team plays a pivotal role in empowering customers to effectively utilize and implement our advanced AI products throughout their organizations. Comprising experts in Sales, Solutions, Support, Marketing, and Partnerships, our team focuses on creating impactful solutions that democratize access to AI technology.About the RoleAs a vital member of the GTM Operations team, the BDR Strategy & Operations Lead will enhance operational excellence and guide our GTM strategy to unlock the transformative potential of advanced AI models for our clients. This role is instrumental in optimizing systems, processes, and programs that facilitate pipeline generation.You will engage in refining inbound processes, designing outbound strategies, and reporting on funnel health to ensure our sales teams are positioned for success. Collaborating closely with Sales, Sales Strategy and Operations, Marketing, Enablement, and Systems teams, you will enhance lead management workflows, boost prospecting effectiveness, and develop scalable and repeatable pipeline generation initiatives.This is an exciting opportunity for individuals who excel at the initial stages of the sales funnel, focusing on quality, speed, and conversion, while being passionate about establishing operational frameworks that support high-growth sales teams.ResponsibilitiesEnhance lead enrichment, scoring, grading, and routing workflows to guarantee high-quality, well-prioritized lead delivery to the appropriate sales representatives.Collaborate with Systems teams to establish routing criteria and workflows within CRM and marketing automation tools.Develop and maintain reporting mechanisms to monitor lead and pipeline progression throughout the funnel—from lead to MQL to qualified opportunity.Identify gaps in pipeline creation and analyze funnel drop-offs by product, segment, region, and deal size.Assist in setting pipeline targets to ensure adequate coverage against objectives.

At Thinking Machines Lab, we are dedicated to empowering humanity through the advancement of collaborative general intelligence. Our vision is to create a future where everyone has access to the knowledge and tools necessary to harness AI for their distinct needs and aspirations.Our team comprises scientists, engineers, and innovators who have developed some of the most utilized AI products globally, including ChatGPT and Character.ai, as well as leading open-weight models like Mistral and popular open-source initiatives such as PyTorch, OpenAI Gym, Fairseq, and Segment Anything.About the RoleAs the Lead for Data Partnerships at Thinking Machines Lab, you will oversee the complete data procurement pipeline for frontier model training. This includes understanding the data requirements of our research teams, sourcing and finalizing agreements with providers, and managing the quality and delivery of data. You will serve as the bridge connecting our research, legal teams, and external vendors, ensuring timely access to the right data for our teams.This role is perfect for someone with a technical inclination who is eager to delve into the intricacies of data to support an ambitious research agenda. You must be adept at switching contexts between planning the data needed for training runs and negotiating pricing with vendors. Over time, you will establish scalable and repeatable processes to ensure our data operations align with the pace of our research efforts.What You Will DoLead and coordinate end-to-end data procurement initiatives, ensuring complex sourcing activities are conducted with efficiency, transparency, and scientific rigor.Collaborate closely with research teams to proactively identify data needs across pre-training, post-training, and evaluation workstreams, anticipating requirements rather than merely reacting to requests.Source, assess, and onboard data providers, developing and maintaining a pipeline of potential vendors across various domains.Negotiate pricing, licensing terms, and contract structures with data providers, collaborating with legal teams to finalize agreements that align with our research objectives.Evaluate incoming data alongside researchers, determining quality and coverage for intended training goals.Monitor and manage ongoing data deliveries, tracking schedules, addressing issues, and verifying that received data aligns with agreements.Create repeatable, scalable processes surrounding the entire data procurement lifecycle, enhancing the speed and systematic nature of data sourcing over time.Translate technical data requirements into actionable plans with clear milestones, ensuring team alignment across projects.

Serval develops AI-driven automation for enterprise operations, using intelligent agents to replace manual processes and legacy systems. The company’s platform translates natural language into workflows that can reason, act across systems, and improve over time. Since its founding in early 2024, Serval has supported organizations such as Fox, Notion, Perplexity, Vercel, Mercor, LangChain, and Verkada, automating complex, high-volume operational tasks across teams like IT, HR, Finance, Security, Legal, and Engineering. Role overview The GTM Strategy and Operations Manager shapes how Serval approaches the market from its San Francisco office. This position focuses on building trust and developing a relationship-driven go-to-market model, rather than relying solely on traditional outbound or inbound tactics. The role works closely with the COO and GTM leadership to define and execute how Serval identifies, activates, and converts key relationships into pipeline and revenue. Success in this position will directly impact Serval’s growth trajectory. What you will do Collaborate with company leadership to design and implement a scalable go-to-market engine centered on high-value relationships Develop, test, and refine new playbooks for engaging and converting strategic partners Help drive measurable business outcomes by focusing efforts where they have the greatest impact on closing deals Requirements Proven experience building and maintaining relationships that lead to measurable business results Initiative to create, test, and improve processes from the ground up Strong commercial judgment and the ability to prioritize for maximum impact High ownership, ambition, and a record of learning quickly in fast-moving environments Serval is backed by investors such as Sequoia Capital, Redpoint Ventures, Meritech, First Round, General Catalyst, and Elad Gil. The company was founded by product and engineering leaders from Verkada.

OpenAI is looking for a GTM Strategy & Operations Specialist to help shape go-to-market strategies for key programs. This position is based in San Francisco and works closely with teams across the company. Role overview This role focuses on developing and refining go-to-market approaches for strategic initiatives. The specialist will coordinate with colleagues from different departments to improve how programs are launched and managed. Expect to work on projects that require both creative problem-solving and attention to operational details. Collaboration and impact Day-to-day work involves collaborating with cross-functional teams to streamline processes and support strategic goals. The position calls for someone who enjoys working with technology and is motivated to find better ways to operate. Who excels in this role Innovative thinkers who bring new ideas to the table People comfortable navigating change and ambiguity Those with a strong interest in both technology and operational improvement

Location and Team Location: San Francisco, CA (In-office) Team: Revenue/GTM Operations Employment Type: Full-Time About Granola Granola builds tools that help people think and work more effectively. What began as an AI notepad has grown into a collaborative workspace and cognitive enhancement platform. Senior leaders often introduce Granola to their organizations, and adoption quickly spreads across teams. Today, Granola supports some of the fastest-growing companies worldwide, including Vercel, Cursor, Lovable, and Decagon. Originally designed in London, Granola now serves a primarily US customer base. The San Francisco office anchors our North American go-to-market efforts. Role Overview This is Granola’s first Revenue Operations hire in San Francisco. The role shapes our go-to-market approach and builds the operational foundation for sales. Expect hands-on work: designing frameworks, managing reporting, running operational cadences, launching sales motions, and ensuring the sales team has the tools they need. Strategic input will influence how Granola approaches the market, defining target audiences, segmenting markets, and identifying the right sales motions as we grow. The Revenue Operations Lead works closely with the VP of Sales, Account Executives, and partners with the GTM Engineering team in London. This position reports to the Head of GTM Operations in London. What You Will Do Lead key GTM processes. Design, develop, and improve operational workflows. Spot areas for improvement and put new solutions in place. Partner with Sales leadership. Work with the VP of Sales to boost revenue, surface effective strategies, and recommend adjustments as needed. Define Ideal Customer Profile (ICP) and segmentation. Clarify target audiences and deliver analyses that refine our ICP, supporting both inbound and outbound sales. Oversee territory and quota planning. Collaborate with Sales leadership to design territories and set goal metrics.