GTM Strategy & Operations Lead
NewtonX · Remote
About NewtonX
NewtonX is a B2B insights company trusted by the world's most innovative companies to make high-stakes decisions with confidence. We combine a verified network of business professionals with AI-powered research tools to deliver research intelligence faster, more precise, and more defensible than traditional methods.
Our clients include Google, Microsoft, TikTok, DoorDash, Stripe, and Coinbase. Our research has been cited by Fortune, Forbes, TechCrunch, Adweek, and the Wall Street Journal.
NewtonX has raised $47M from investors including Two Sigma Ventures, Third Prime, XFund, and Citi Ventures.
About the Role
This role reports directly to the executive leadership team and aims to answer the question: how can the NewtonX commercial organization bring our offerings and innovations to more clients to grow revenue?
You will own the strategy, operating process, and education that sit underneath our entire product portfolio and revenue, including recent innovations like synthetic personas and AI-moderated research. That means leading the high-impact initiatives that grow bookings and drive efficiency, designing and owning how our sales process actually runs day to day, rolling out new products and offerings to the field, and building the training that gets new hires productive fast and makes tenured sellers sharper.
Your remit is the full commercial organization, across every line of business we sell (>60 people). You will be handed large, ambiguous problems, expected to structure them, form a point of view, and then personally drive the answer through to implementation with the sales teams. You will oversee a small but growing team.
Location: Hybrid (New York City) or remote
In this role you will
1. Lead strategic initiatives to grow revenue and efficiency
Identify where bookings growth and productivity gains are available across the commercial org, size the opportunity, and build the plan to capture it
Help iterate and scale GTM approach for our product innovations, e.g., synthetic simulations, digital market scan, AI data labeling.
Partner with sales leadership across Enterprise and Intermediaries teams to shape our strategy and translate it into what reps actually do, then drive the recommendation through to adoption in the field for 60+ people in the commercial org
Independently scope and run high-impact projects, e.g., pricing and packaging, segmentation and coverage, territory and account planning, win/loss analysis, capacity and quota modeling
2. Own the sales operating process
Design, document, and continuously improve the end-to-end sales process: qualification standards, stage definitions, deal desk and approvals, proposal and pricing workflow, handoffs to delivery
Serve as the connective tissue between sales, delivery, finance, marketing, and product on anything that touches how we sell
Identity automation opportunities to run a more efficient sales org and enable the team to cover more ground
Own the operating cadence of the sales org (pipeline reviews, forecast calls, QBRs) and the standards for pipeline hygiene and forecast accuracy that make them useful
Define what the business needs from our reporting infrastructure, partner with the teams who build it, and own adoption and compliance once it ships
3. Lead onboarding, training, and sales education
Build and run onboarding for new commercial hires, with a clear ramp plan and measurable milestones
Create the ongoing education program for the sales org: methodology, discovery, negotiation, competitive positioning, and research fluency
Own product and offering rollouts to the field — the enablement, messaging, collateral, and certification that make a launch land commercially
Build the playbooks, battlecards, and reusable assets that make good practice repeatable rather than tribal
What success looks like
The commercial org hits its bookings targets, and you can point to the specific initiatives that moved the number
New products and offerings launch with the field ready to sell them on day one, allowing us to reach fast product market fit
Sales process is documented, followed, and demonstrably reduces friction and cycle time
Recommendations get implemented and stick, rather than sitting in a deck
New commercial hires ramp measurably faster than they do today
What you have
3+ years of management consulting experience at a top-tier firm, ideally with exposure to commercial, growth, or go-to-market work
5-10 years of total professional experience; sales or GTM experience is a plus
An analytical operator. You work through large, ambiguous problems independently and see them all the way from strategic ideation to execution. Problem solving is your M.O.
An implementer, not just an advisor. You are energized by getting a recommendation adopted by a real sales team, and you are comfortable doing the unglamorous work that takes
An exceptional communicator. You write clearly and succinctly, and you can hold a room of sellers as credibly as a room of executives
Strong commercial instincts. You understand how B2B sales organizations make money and where they leak it. Sales experience is a plus, as is GTM strategy or revenue operations experience
Comfort with data. You can build the model, pressure-test the numbers, and translate the analysis into a decision
A collaborator and emerging leader. You work well across internal teams and are ready to manage and mentor others
Resilient and adaptable. You work efficiently with minimal direction and under pressure, and you roll with the punches when priorities shift
MBA is a plus
Valid US or Canadian work authorization required. Visa sponsorship is not available for this role.
What we offer
Competitive compensation: base salary, performance bonus, and participation in our company stock program
Direct exposure to senior leadership and a mandate that touches every part of the commercial organization
Excellent medical, dental, and vision insurance
401k match with immediate vesting
Health savings/flexible savings account, and pre-tax commuter benefits
Unlimited PTO
A diverse, collaborative, and positive culture where we invest in and celebrate each other's success
Good vibes (happy hours, team projects, and retreats)
NewtonX is proud to be an equal opportunity workplace. We do not discriminate based upon race, religion, color, national origin, sex, sexual orientation, gender identity/expression, age, status as a protected veteran, status as an individual with a disability, or any other applicable legally protected characteristics.