Head of GTM Operations

Granola

REVENUE OPERATIONS Location: San Francisco, CA (In-office) Team: Revenue/GTM Operations - Granola Full-Time ABOUT US We’re Team Granola 👋, building tools that help humans think and work better. What began as an AI notepad for back-to-back meetings has become a shared team workspace and second brain. Granola spreads organically inside companies, often starting with a senior leader and quickly cascading across teams. Today, Granola is used at many of the world’s top and fastest-growing companies like Vercel, Cursor, Lovable and Decagon. Designed and built in London, Granola now serves a predominantly US customer base. To support that growth, we’ve opened a San Francisco office as the hub for our North American go-to-market efforts. ABOUT THE ROLE You’ll be the first Revenue Operations hire in the San Francisco office, defining our go-to-market approach and building the operational foundation of Granola’s sales motions. This is a hands-on building role for someone who wants to design and own, not inherit and maintain. You'll define processes, own reporting, run operational cadences, launch motions, and enable sales through tooling. You’ll shape strategically how we go to market: who we target, how we segment, and what the right motions look like as Granola scales. You'll work closely with the VP of Sales and our AEs day-to-day, and partner with our GTM Engineering team in London. This role reports into the Head of GTM Operations in London. WHAT YOU’LL DO The philosophy is to design and own, not inherit and maintain. * Own key GTM processes. Design, build and iterate on the key operational processes. Map the motions, find the friction, design the fixes. * Be the key operational partner to Sales leadership. Work very closely with the VP of Sales to drive revenue - surfacing what's working, what isn't, and what to change. * Define our ICP and segmentation. Have a clear point of view on who we should be targeting and why. Bring the analysis that sharpens our ICP, informs inbound and outbound prioritization, and makes our targeting smarter over time. * Lead territory and quota planning. Partner with Sales leadership on territory design, goaling metrics, and quota setting. * Drive revenue performance. Identify and fix bottlenecks in the funnel, including lead routing, qualification and conversion to grow revenue impact across Sales. * Own sales performance reporting and forecasting. Own the weekly forecasting process, identifying risks and opportunities for Sales leadership. * Enable Sales through tooling and own CRM integrity. Understand Sales workflows and build tools to drive improvements. Keep the CRM trusted and well-used, and support reps in managing their pipeline effectively. * Partner with GTM Engineering. Be the business voice that shapes what the team builds. Identify where systems and AI software can improve the motion. WHAT WE’RE LOOKING FOR Background & Experience * 4–8 years of experience in Revenue Operations, GTM Operations, or a similar role supporting Sales teams. * Track record of designing, running and consistently improving sales processes to drive measurable impact on revenue. * Hands-on experience with modern GTM tooling (e.g. Attio, Apollo, Clay) and AI and automation. * Strong data and analytical skills with experience working with pipeline data, forecasting, and performance metrics. SKILLS & TRAITS * Highly autonomous, strong problem-solving mindset, and comfortable operating in a fast-moving environment. * Comfortable working with sales teams and collaboratively across time zones. * Clear and concise communicator. * Actively looks for ways to apply AI and automation. PERSONAL CHARACTERISTICS * A builder who gets energized creating things from scratch and driving improvements once they exist. * Excited to work in-person in the SF office, embedded with the sales team. * Pragmatic and impact-focused. * Values working with people who are kind, ambitious, and collaborative. COMPENSATION: $160k – $220k + equity and benefits! Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity.

WorkWhile

ABOUT WORKWHILE WorkWhile is the AI-native labor platform modernizing the frontline economy. Our digital marketplace connects vetted, reliable hourly workers with on-demand shifts across major verticals like logistics, light industrial, warehousing, hospitality, and retail. Businesses get access to a quality workforce, while workers get stable income and unmatched benefits, including next day pay, free telehealth services, and financial services. We have the audacious goal to align incentives and solve inefficiencies in the labor market, disrupting the $650 billion staffing and recruiting market. Backed by Khosla Ventures and recognized by the Inc. 5000 for 10x growth, WorkWhile is reshaping the future of work. THE ROLE As the Head of GTM Strategy & Operations, you will be the strategic engine powering our multi-segment Go-To-Market (GTM) machine. You will transition our scaling revenue operations from manual processes into a highly automated, cohesive revenue operating system that fuels predictable, data-driven company growth. KEY RESPONSIBILITIES * GTM Motion Enablement & Evolution: Drive strategy for projects such as capturing intent signals, outbound sequence best practices, deal conversion levers, pricing strategy and deal desk. * Revenue Operating System: Own and manage the end-to-end GTM cadence, including weekly forecasting models, monthly business reviews, and quarterly business reviews (QBRs). Deliver a single, methodology-backed forecast for leadership and investors. * Systems & Technology: End-to-end ownership of our GTM tech stack (Salesforce, Nooks, Gong, HighTouch, and Clay). Automate core pipeline architectures, dashboard reporting, and data pipelines to maintain pristine data hygiene. * AI Integration: Embed advanced AI tools into top-of-funnel and lifecycle motions, enabling automated account scoring, base enrichment, and intent signaling so outreach and routing are completely optimized. * Cross-Functional Collaboration and Project Management: Steer projects with internal partners such as Marketplace Operations, Finance, Product and Customer Success to represent GTM’s priorities and needs. * Planning & Performance: Redesign, model, and deploy fair, motivational commission structures tied to company objectives. Partner with Finance and pod leads on territory mapping, quota assignments, and capacity modeling. * Team Leadership: Build the S&O team roadmap. Manage, coach, and expand a high-performing RevOps team from the ground up, serving as the critical connective tissue across GTM, Marketing, Finance, and Product. ABOUT YOU * 8+ years of experience in Business Operations with GTM experience, including Revenue Operations, Sales Operations, and GTM Strategy, with at least 3 years directly leading high-performance teams. * Proven leadership track record at a hyper-growth marketplace, SaaS, or workforce platform navigating the trajectory from $20M to $100M+ in revenue. * Advanced proficiency in Salesforce administration, data modeling, SQL, and business analytics dashboards (e.g., Metabase). * AI-native posture with direct experience utilizing predictive modeling or prompt-engineered tools (Claude, Clay, etc.) to streamline operational inefficiencies. * Collaborative, high-velocity, low-ego leadership style with excellent executive presence and written communication skills. * SQL and business analytics skills are non-negotiable. Benefits & Perks * Competitive base salary and bonus * Equity * Hybrid work culture with office hubs in SF, NY, Seattle & Toronto * In-person company offsites * Medical, dental, & vision coverage * Flexible time off * 401(k) with employer match * WFH stipend to support your home office needs WorkWhile has a diverse, mission-driven, and supportive culture—we look for people who want to take ownership, are energized by ambiguity, and strive to make a lasting impact. If this resonates with you, we’d love to chat! WorkWhile is an Equal Opportunity Employer. Women, minorities, individuals with disabilities and protected veterans are encouraged to apply.

Asana

We're hiring a Head of Demand Generation to own Asana's global pipeline engine. Lead the strategy, build, and optimize our full-funnel demand programs across enterprise and commercial segments, translating Asana's new agentic positioning into campaigns that generate real pipeline and accelerate revenue. Manage a team of Demand Generation strategists and partner closely with field marketing, partner marketing, product marketing, creative, and RevOps to own the global number for MQL marketing pipeline. As part of the Marketing team, you will join a global, revenue-driven function focused on fueling business growth and building a brand customers love. This role is based in our San Francisco office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements. WHAT YOU’LL ACHIEVE * Define and own Asana's global demand generation strategy for corporate and enterprise segments, setting and tracking marketing-sourced pipeline targets, MQLs, SQOs, conversion rates, and campaign ROI. * Architect integrated multi-channel programs that move buyers from problem identification to purchase, with a particular focus on enterprise buying committees such as CIOs, COOs, Heads of IT, and Ops leaders. * Build and operate always-on demand programs alongside campaign-specific bursts for product launches, vertical pushes, and key buying seasons. * Partner with content and PMM to ensure campaigns are anchored in differentiated messaging across Asana's core GTM pillars (Operations, Marketing, IT/AI, and Agencies). * Lead the ABM strategy targeting Asana's highest-priority accounts, deploying intent-driven ABM platforms and partnering with paid media to optimize account penetration and pipeline velocity. * Define attribution models and reporting frameworks that provide clear visibility into marketing's contribution to new logo acquisition and pipeline. * Bring an AI-first approach to demand generation workflows, utilizing automation for campaign launches, optimization, content personalization at scale, and reporting. * Lead, develop, and scale a high-performing demand generation team, establishing demand gen pods to drive cross-functional alignment and eliminate random acts of marketing. ABOUT YOU * Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. * Extensive experience in B2B demand generation, with a proven track record in enterprise SaaS owning marketing-sourced pipeline targets across AMER, EMEA, and APJ. * Proven capability in building or materially scaling a demand generation function during a significant company growth, category shift, or platform repositioning phase. * Deep hands-on expertise with ABM platforms (such as 6sense or Demandbase) and executing programs against multi-stakeholder buying committees with long sales cycles. * High technical and analytical proficiency with GTM tools such as Marketo, Salesforce, and BI/attribution tools (e.g., Tableau). * Data-driven decision-maker fluent in MQL-to-SQO conversion, pipeline velocity, and multi-touch attribution, with a strong ability to build performance-based business cases. * Experienced people leader who thrives as a cross-functional collaborator, aligning diverse global stakeholders around shared pipeline goals without introducing bureaucracy. * Strategic thinker with a distinct perspective on how AI agents change enterprise buying behavior, bringing experience marketing a comprehensive platform or operating layer rather than a standalone point solution. WHAT WE’LL OFFER Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit. For this role, the estimated base salary range is between $207,000 - $243,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified. In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. We strive to provide equitable and competitive benefits packages that support our employees worldwide and include: * Mental health, wellness & fitness benefits * Career coaching & support * Inclusive family building benefits * Long-term savings or retirement plans * In-office culinary options to cater to your dietary preferences These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. #LI-Hybrid About us Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong. Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.