GTM Strategy & Ops Lead

Role

Arena Intelligence is seeking a GTM Strategy & Ops Lead to shape growth strategy and own the commercial operating foundation. Reporting to the Head of Finance, you will partner with founders, go-to-market leadership, finance, product, engineering, and the sales team to build the reporting, processes, and systems that support scalable enterprise revenue.

Key Responsibilities

• Run go-to-market operating cadence, including pipeline reviews, forecasting discipline, and business reviews to give sales leadership a clear read on performance.
• Define and build unified pipeline and usage reporting consumed by GTM and finance.
• Serve as operational partner to the sales team, providing analysis, account-level visibility, and process support.
• Set pricing and packaging strategy and execute rate card design, discount guardrails, and monetization of new products.
• Develop GTM approaches for new segments: opportunity sizing, investment cases, coverage models, packaging, and sales processes.
• Run the deal desk: structure and pressure-test large commercial agreements and convert signed deals into repeatable processes.
• Own quote-to-cash from order form through metering, consumption tracking, and billing accuracy in partnership with accounting.
• Partner with product and engineering to ensure new SKUs are instrumented, billable, and correctly represented in systems.

Requirements

• 6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting, including experience at a high-growth technology company selling to enterprises.
• Experience running GTM operating rhythms (pipeline reviews, forecasting, performance reporting) as the operational partner to sales.
• Direct experience with pricing and packaging decisions and fluency in consumption/usage-based revenue models.
• Track record of structuring and implementing ambiguous commercial problems, including large non-standard agreements.
• Working knowledge of quote-to-cash mechanics and typical handoffs between CRM, billing, and accounting.
• Comfortable pulling your own data using SQL or a BI tool.
• Fluent with AI and vibe coding in daily workflow and able to judge when to rely on AI versus manual work.
• Strong written and verbal communication and the ability to partner with sales leadership and executives.
• High ownership and sound instincts about when processes should be built.

Reporting & Team Context

• Reports to the Head of Finance; small team environment where many processes and systems are still being built.

What We Offer

• Competitive compensation and equity aligned to the markets where team members are based.
• Comprehensive health and wellness benefits (medical, dental, vision) and additional support programs.
• Opportunity to work on cutting-edge AI with a small, mission-driven team.
• A culture emphasizing transparency, trust, and community impact.