Director of GTM Operations

Job description

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We’re partnering with a robotics company redefining how heavy industry tackles automation.

As they prepare for scale, they’re hiring their first GTM leader to build the entire commercial function from scratch. You’ll shape the go-to-market roadmap, own early revenue operations, stand up foundational tools, and be the driving force behind market research, customer acquisition, and outbound execution.

Key Responsibilities

Define and execute GTM strategy across customer acquisition, messaging, and conversion

Draft MoUs and scopes of work; act as a commercial partner in early customer deals

Establish CRM and lead management systems to support a scalable revenue engine

Build out foundational sales processes: top-of-funnel, mid-funnel, post-sale success

Conduct market research to validate opportunity size, timelines, and ICPs

Lead outreach strategies (email, events, cold calls) with technical and business stakeholders

Interface closely with Product and Engineering to deliver structured customer feedback

Create initial pricing strategies and support product-market fit decisions

Key Requirements

Experience in GTM, RevOps, or commercial leadership in early-stage B2B startups

Track record standing up GTM infrastructure from zero (CRM, playbooks, outreach engines)

Experience working with complex or technical products (e.g. robotics, SaaS, hardware/software)

Ability to draft and negotiate commercial agreements, scopes of work, and MoUs

Comfortable acting as both a builder and operator – hands-on with spreadsheets and systems

Excellent communication skills across technical, marketing, and sales stakeholders

Curious, fast learner, and comfortable working in ambiguity

Strong commercial instincts with the ambition to grow into a Chief Commercial Officer role

Seniority level

Seniority level

Director

Employment type

Employment type

Full-time

Job function

Job function

Management and Manufacturing

Industries

Staffing and Recruiting

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Deputy Director of Operations - Regulatory

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Worksite address

santa clara, CA, 95053, US

Who can apply

Review the original listing for work authorization, qualifications and employer requirements.