Head of GTM Operations

About the role

We're scaling across the US, Canada, UK, Australia, and into Europe and Asia. The GTM engine has outgrown the operational backbone underneath it. We've decided to invest in a senior leader who can build the function from the ground up rather than scaling further on duct tape. You'll own the GTM platform, commercial ontology, and operational metrics. Decide what's globally locked so that the regions can configure agents locally. You are accountable for the ontology, integrity, performance, and AI-readiness of the GTM platform, as well as maintaining clear definitions for our operational metrics across GTM.

Responsibilities

• Data ontology and integrity
• Lock down the core, globally consistent fields and explicitly define which attributes regions may configure locally, keeping the foundation stable while leaving room for legitimate regional variation.
• Govern field creation through a clear request-and-review process: regional teams propose new fields, and you either approve them into the global model or push them down to the application layer to prevent schema sprawl.
• Systems and tooling
• Own HubSpot administration across CRM, Marketing Hub, and Sales Hub - objects, properties, permissions, automation, and integrations - as the system of record the entire revenue org runs on.
• Own Segment, Braze, and the GTM-facing dbt models and pipelines that turn raw event and CRM data into revenue-ready datasets. Warehouse infrastructure and data governance are owned by Data.
• Build and maintain the integrations with product usage data, finance/billing systems, and partner platforms so the revenue stack reflects a complete, current picture of every customer.
• Lead build-vs-buy decisions for new tooling, and own vendor management and contract negotiation for the GTM Ops stack to control cost, drive consolidation, and avoid lock-in.
• Pipeline and funnel management
• Define and maintain the canonical funnel stages and the entry/exit criteria that govern movement between them (MQL, SQL, SAL, Opportunity, Closed Won/Lost), so every region reports against the same definitions and stage transitions are auditable.
• Instrument and publish stage-to-stage conversion rates cut by segment, region, and ICP, giving leaders a consistent view of where deals stall and a basis for comparing performance across teams.
• Set the pipeline hygiene standards - required fields, stale-deal handling, close-date discipline, and next-step expectations - and enforce them systematically through automation and reporting rather than manual clean-up.
• Own the sales velocity model and its underlying metrics (average deal size, win rate, sales-cycle length, and rep throughput), surfacing the levers that move pipeline efficiency and feeding them into planning.
• Run a structured win/loss program that systematically captures why deals are won and lost, and close the loop by feeding those insights back into product, marketing, and enablement.
• Revenue operations
• Stand up and run the deal desk: codify discount governance, ICP-tied commercial levers, and tiered approval thresholds so non-standard deals move quickly without eroding margin or setting precedents the business regrets.
• Roll out and reinforce a common sales methodology (MEDDPICC or the chosen framework), embedding it into CRM fields, deal reviews, and forecasting so it shapes day-to-day rep behaviour rather than living in a slide deck.
• Build the systems and tooling behind onboarding and enablement - content management, certification, and ramp tracking - in partnership with the regional enablement leads who o

Additional Information

We're Heidi We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. In just 18 months, our clinical AI products have absorbed the administrative chaos of 73 million patient visits. Today, we support over 2.5 million patient sessions a week across 190+ countries. Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world's healthcare capacity and strengthen the human connection at its heart. We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again. If you don't choose easy and you want to build something way bigger than yourself then choose the challenge, choose Heidi.

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