management
Posted May 12Head of GTM Operations
at Notion
San Francisco, United StatesHybrid
Responsibilities
- Design and refine the processes, playbooks, and handoffs across all GTM motion types (self-serve, sales-led, partner-led), and align cross-functional leaders on key touchpoints and quality standards. - Team Leadership & Development: Lead managers and ICs across Sales Ops, Partner Ops, PS Ops, and CS Ops.
- Ensure pipeline health, forecasting accuracy, and deal governance while driving adoption of sales processes and tooling. - Partner Operations: Build and scale operational infrastructure for the partner ecosystem — onboarding, performance tracking, co-sell coordination, and partner-to-sales handoffs — with clear playbooks and health metrics. - Professional Services Operations: Oversee PS capacity planning, project intake, utilization tracking, and billing coordination.
- Develop segment-calibrated playbooks and ensure tooling and workflows support proactive customer engagement. - Measurement & Performance: Define and report on GTM operational metrics (win rates, pipeline velocity, NRR, PS utilization, partner-sourced revenue, etc.).
- Drive regular operational reviews and surface actionable insights across all sub-functions. - Cross-Functional Partnership: Serve as the primary operational partner to GTM Enablement, Workflows & Technology, and Strategy & Analytics — translating operational needs into systems, ensuring process adoption, and contributing to annual planning and GTM strategy.
Requirements
- In today's world of endless apps and tabs, Notion provides one place for teams to get everything done, seamlessly connecting docs, notes, projects, calendar, and email—with AI built in to find answers and automate work.
- They will manage some of the most complex cross-functional work streams across GTM and drive transformational change to innovate our GTM motion.
- SKILLS YOU'LL NEED TO BRING: - You don’t need to be an AI expert, but you’re curious and willing to adopt AI tools to work smarter and deliver better results. - 10+ years of
- experience in Revenue Operations, GTM Operations, or a closely related field, with at least 3+ years leading teams -
- Experience managing managers — you’ve built and led multi-tiered teams and know how to set up a management layer for success - Broad functional expertise across multiple sub-functions: Sales Ops, Partner Ops, CS Ops, or Professional Services Ops - Deep fluency in the B2B SaaS GTM model, including pipeline management, renewal forecasting, partner ecosystems, and post-sale operations NICE TO HAVES: -
- Experience in a PLG or hybrid PLG + sales-led go-to-market environment - Prior
- experience supporting a partner or channel ecosystem at scale - Background working with or in Professional Services or implementation-focused teams -
- Experience supporting international GTM operations across multiple regions - Hands-on
- experience with core GTM tooling (Salesforce, Gainsight, Clari, Gong, or equivalents) We hire talented and passionate people from a variety of backgrounds because we want our global employee base to represent the wide diversity of our customers.
Benefits
- Notion is committed to providing highly competitive cash compensation, equity, and benefits.
- The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s
Additional details
- ABOUT US: Notion helps you build beautiful tools for your life’s work.
- Millions of users, from individuals to large organizations like Toyota, Figma, and OpenAI, love Notion for its flexibility and choose it because it helps them save time and money.
- In-person collaboration is essential to Notion's culture.
- We require all team members to work from our offices on Mondays, Tuesdays and Thursdays, our designated Anchor Days.
- Certain teams or positions may require additional in-office workdays.
- ABOUT THE ROLE: This role will design, implement, and measure the customer journey (including sales and post-sales) across both our PLG and SLG motions, and act as a business partner to senior leaders.
- WHAT YOU'LL ACHIEVE: - Customer Journey Design & Execution: Own the end-to-end customer journey from acquisition through renewal.
- Partner with PS leadership on scalable delivery models and define metrics that reflect delivery quality and customer outcomes. - Customer Success Operations: Own CS infrastructure: health scoring, renewal forecasting, QBR frameworks, and CS-to-Sales handoffs.
- experience doesn’t align perfectly with every bullet point listed in the job description, we still encourage you to apply.
- If you’re a builder at heart, share our company values, and enthusiastic about making software toolmaking ubiquitous, we want to hear from you.