Head of GTM Strategy and Ops

Notion

WHO WE ARE Notion is the collaborative AI workspace where teams and agents think together. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. 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. They will manage some of the most complex cross-functional work streams across GTM and drive transformational change to innovate our GTM motion.   WHAT YOU'LL ACHIEVE * Customer Journey Design & Execution: Own the end-to-end customer journey from acquisition through renewal. 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. Set clear priorities and performance expectations, build a culture of accountability and continuous improvement, and coach managers to develop their own leadership capabilities. * Sales Operations: Oversee sales planning, territory design, quota setting, and capacity modeling. 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. 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. 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.   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) 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 experience and expertise, and may vary from the range provided below. For roles based in San Francisco, the estimated base salary range for this role is $300,000 - $350,000 per year.   By clicking “Submit Application”, I understand and agree that Notion and its affiliates and subsidiaries will collect and process my information in accordance with Notion’s Global Recruiting Privacy Policy. #LI-Onsite A NOTE ON AI You don’t need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement — when that’s the case, we'll say so explicitly in the qualifications. People who thrive here don’t treat AI as a novelty. They use it to think better, and make their work easier for others to build on. EQUAL OPPORTUNITY & ACCOMMODATIONS We hire talented people from a wide range of backgrounds. If you’re excited about this role but don’t meet every bullet, we still encourage you to apply. Notion is an equal opportunity employer and does not discriminate on the basis of any legally protected characteristic. Consistent with applicable law, we will consider for employment qualified applicants with arrest and conviction records. Notion provides reasonable accommodations during the application process; if you need one, please let your recruiter know. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know.

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.

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE After proving our product and operating model internationally, we're now expanding into the US from San Francisco. This role is about bringing Athena AI Agents there first. As a Founding BDR / Sales Associate, you’ll be responsible for opening doors, generating conviction, and creating high-quality opportunities for Athena in the US market. You’ll work at the sharp edge of category creation - testing messages, earning attention, and learning what resonates before the playbook exists. You’ll be expected to think, experiment, and build, not just execute sequences and work closely with AEs, founders, and marketing to shape how Athena is introduced to HR, Finance, and Transformation leaders across the US. The pipeline you create here will define what follows. WHAT YOU’LL DO * Build high-quality outbound pipeline for Athena in the US market * Research accounts deeply and design creative, thoughtful outreach strategies * Open conversations with HR, Finance, Ops, and AI / Transformation leaders * Test messaging, positioning, and ICP hypotheses through live outreach * Qualify opportunities rigorously before handing them to AEs * Partner closely with AEs and founders to refine targeting and approach * Feed real-world signal back into messaging, product, and GTM strategy THE MINDSET WE’RE LOOKING FOR * A true hunter mindset - creative, persistent, and comfortable hearing “no” * High rejection tolerance and emotional resilience * Curiosity about why things work, not just whether they do * Comfort operating in ambiguity: evolving priorities, partial context, changing messages * A bias toward action and iteration over waiting for instruction * A strong instinct for leverage HOW YOU OPERATE * You actively use AI and data as force multipliers - for research, personalisation, pattern detection, and productivity * You experiment with angles, hooks, and formats instead of relying on scripts * You’re thoughtful about quality, not just activity * You learn quickly from rejection and adjust fast * You care about creating pipeline that actually converts WHAT WE’RE LOOKING FOR * 1-4 years of experience in a BDR, SDR, or commercial role (or equivalent) * Demonstrated ability to generate outbound pipeline in B2B SaaS * Strong written and verbal communication skills * Intellectual curiosity and interest in AI, systems, and automation * Ambition - you see this as a step toward a bigger role over time * Comfort working in fast-moving, early-stage environments WHY THIS ROLE IS SPECIAL * You’re a founding US pipeline hire for Athena * You’ll influence how the product is positioned and sold from day one * You’ll work directly with AEs, founders, and product leaders * Clear path to AE or GTM closing roles as the team scales * Your work will be visible, measurable, and impactful YOU MAY NOT BE A GREAT FIT IF * You need strong brand recognition to sell. We're still establishing our US presence and need someone who thrives on evangelism. * You need a fully built playbook before you can perform. We're building the US motion and need someone who thrives without structure. * You struggle with a GMT role covering international hours. Async communication, time zone discipline, and high self-management are non-negotiables. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.