Head of GTM Operations

About the company

Braintrust is the agent observability platform. By actively applying intelligence to agent traces and automatically surfacing the most critical patterns, Braintrust gives teams the visibility to understand how agents behave in production and the tools to improve them.

Teams at Notion, Stripe, Box, OpenAI, and Cloudflare use Braintrust to trace their agents, find the issues in their observability data, and run evals that tell them how to improve.

We’re hiring a Head of GTM Ops to own Sales Ops and CS Ops at Braintrust. You’ll be a business partner to both teams, combining strong analytical skills and resourcefulness with deep knowledge of enterprise sales and customer success.

What you’ll own

Business partnership and analysis

• Partner with Sales and CS leaders on business decisions, from where to invest and how to structure coverage to which problems need attention first.

• Dig into pipeline, conversion, sales productivity, customer usage, retention, and expansion. Explain what’s happening, what’s behind it, and what we should do next.

• Build models, compare options, and take recommendations through execution. Work across teams to solve the problem and check whether the change helped.

Billing and Finance

• Own the GTM side of the handoff from signed contract to billing. Make sure pricing, SKUs, commitments, credits, and billing schedules are captured accurately.

• Work with Billing and Finance to resolve gaps between contracts, Salesforce, and billing records, including amendments, credits, and customer billing questions.

• Give Sales and CS visibility into usage against customer commitments and upcoming charges. Provide reliable bookings, renewal, and usage inputs for Finance’s planning and revenue forecast.

Systems and process improvements

• Define business requirements and priorities for Salesforce, CPQ, and CS workflows. Work with GTM Engineering, Systems, and Data on implementation.

• Make new products and pricing changes ready for the field, from quoting tools and Salesforce to billing handoffs and team training.

• Partner with GTM Engineering on the product management work for our internal agents. GTM Engineering owns the agents; you bring Sales and CS needs, help define requirements and success criteria, and prioritize improvements together.

• Test agents with Sales and CS, give GTM Engineering actionable feedback, and drive training and adoption. Measure whether the agents are improving the work and use that feedback to shape the next iteration together.

What we’re looking for

• You’ve owned Sales Ops or Revenue Ops at a growing B2B software company and worked deeply with CS. You understand enterprise selling, customer onboarding, adoption, renewals, and expansion.

• You’re highly analytical. You can take an ambiguous question, work through the data yourself, build a model, challenge your assumptions, and explain what the business should do next.

• You have range. You can move between a planning model, a complicated deal, and the details of a broken process, then work across teams to get the fix in place.

• You’re AI pilled and use agents in your own work. You can show us how you’ve used them to change how the work gets done.

• You bring good product judgment to operations. You can turn a messy operational problem into clear requirements, help decide what’s worth building, and weigh the benefit against the complexity and upkeep.

• You understand usage-based business models and can work through commitments, credits, variable usage, and their impact on pricing and billing.

• You’re comfortable in Salesforce, spreadsheets, and the details of a quote or contract. You’ve worked with CPQ, forecasting, and commercial approval workflows.

Benefits include

• Medical, dental, and vision insurance

• Daily lunch, snacks, and beverages

• Flexible time off

• Competitive salary and equity

• Wifi & cellphone stipend

Equal opportunity

Braintrust is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.