Description
We're looking for a strategic operator who pairs deep demand gen and prospecting experience with the ability to bridge business strategy and technical execution. This role does not configure software or build workflows in code. Instead, you'll act as the strategic translator and GTM architect , working shoulder to shoulder with Sales, SDR, Product, and Marketing leadership to map our AI-driven demand-generation process and turn business needs into clear, high-level system requirements.
Key Responsibilities:
- Map the operational framework: Define and map the end-to-end strategy for our AI-driven demand-generation and prospecting process , from signal identification and intent scoring to enrichment logic and outbound workflows , without performing the hands-on technical build.
- Translate business requirements for technical teams: Serve as the primary translator between frontline GTM leaders (Sales, SDR, Marketing, Partner, Product, CS) and technical/systems teams.
- Align cross-functional strategy: Partner with Sales, SDR, Partner, Product and Marketing executives to ensure every AI demand gen initiative supports ICP targeting, pipeline goals, deliverability standards, and revenue metrics.
- Define system logic and guardrails: Establish the governance, brand-safety rules, and decision logic for AI workflows, leaving day-to-day tool configuration to systems teams and campaign execution to functional GTM teams.
- Track industry best practices: Monitor fast-moving trends in GTM AI, demand generation, and prospecting strategy to advise leadership on where to innovate and how to prioritize system investments.
- Measure prospecting effectiveness: Partner with analytics to measure the performance of prospecting frameworks and continuously optimize conversion pathways.
Basic Qualifications:
- 8 years of GTM/revenue operations or outbound prospecting experience, specifically in AI-driven demand generation and prospecting strategy.
- 6 years of designing and mapping end-to-end GTM process architecture across an enterprise-scale revenue organization.
- 5 years of experience influencing VP and SVP-level stakeholders across Sales, SDR, and Marketing to drive organizational pivots toward modern, AI-driven GTM models.
Preferred Qualifications:
- Hands-on outbound experience in B2B prospecting, SDR leadership, or outbound strategy, with a working knowledge of what drives prospect engagement and how sales teams operate day to day.
- Ability to analyze pipeline metrics, sales cycles, and conversion rates to ensure technical capabilities are directed toward real revenue outcomes.
- Proven capability designing decision trees and system logic.
- Deep familiarity with modern GTM AI concepts, LLM capabilities, and revenue tech stacks.
- Experience writing clear BRDs, functional specs, or user stories for systems, IT, and software development teams.
Salary: The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Primary Location: USA.CA.Pleasanton Primary Location Base Pay Range: $158,400 USD - $237,600 USD Additional US Location(s) Base Pay Range: $133,800 USD - $237,600 USD