VP, GTM Strategy & Operations (Remote)

About the role

The VP of GTM Strategy and Operations will lead the largest pillar of the centralized Revenue Operations function. This role owns territory design, account segmentation, pipeline governance, forecast accountability, and compensation and incentive strategy across all Trace3 regions and verticals. The ideal candidate will take a year of GTM design work and turn it into a scalable, lasting go-to-market operating model for Trace3.

Responsibilities

• Go-to-Market Design and Territory Strategy
• Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers
• Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts
• Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers
• Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence
• Pipeline Governance and Forecast Accountability
• Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one
• Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target
• Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation
• Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments
• Comp and Incentive Strategy
• Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors - account penetration, deal quality, and formation compliance, not just bookings volume
• Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins
• Partner with Finance to drive comp efficiency over time through smarter plan design
• Analytics and Team Leadership
• Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard
• Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring
• Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales
• QUALIFICATIONS & INTERESTS:
• 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations, with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
• Demonstrated track record building or restru

Benefits

Additional Information

Who is Trace3 ? Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to our clients. Equipped with elite engineering and dynamic innovation, we empower IT executives and their organizations to achieve competitive advantage through a process of Integrate, Automate, Innovate. Our culture at Trace3 embodies the spirit of a startup with the advantage of a scalable business. Employees can grow their career and have fun while doing it! Trace3 is headquartered in Irvine, California. We employ more than 1,200 people all over the United States. Our major field office locations include Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, San Francisco. Ready to discover the possibilities that live in technology? Come Join Us! Street-Smart - Thriving in Dynamic Times We are flexible and resilient in a fast-changing environment. We continuously innovate and drive constructive change while keeping a focus on the "big picture." We exercise sound business judgment in making high-quality decisions in a timely and cost-effective manner. We are highly creative and can dig deep within ourselves to find positive solutions to different problems. Juice - The "Stuff" it takes to be a Needle Mover We get things done and drive results. We lead without a title, empowering others through a can-do attitude. We look forward to the goal, mentally mapping out every checkpoint on the pathway to success, and visualizing what the final destination looks and feels like. Teamwork - Humble, Hungry and Smart We are humble individuals who understand how our job impacts the company's mission. We treat others with respect, admit mistakes, give credit where it's due and demonstrate transparency. We "bring the weather" by exhibiting positive leadership and solution-focused thinking. We hug people in their trials, struggles, and failures - not just their success. We appreciate the individuality of the people around us.

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