VP, GTM Strategy & Operations (Remote) at Trace3 | Dallas, TX | $250K/yr – $350K/yr

VP, GTM Strategy & Operations (Remote)

Dallas, TX (Remote)

$250K/yr – $350K/yrSenior Level10+ years expFull time

Posted 3 months ago

Job Summary

Own the RevOps engine for a multi-region, multi-segment B2B business by standardizing territory design, pipeline governance, and comp plans to boost forecast accuracy and deal quality.

Territory and coverage ownership: design segmentation, rep books, and cadence-driven refreshes to align with high-propensity accounts.
GTM governance and analytics: build pipeline metrics, coverage dashboards, and an exec-ready RevOps scorecard from scratch.

Job Description

Responsibilities

Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers
Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts
Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers
Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence
Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one
Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target
Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation
Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments
Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors — account penetration, deal quality, and formation compliance, not just bookings volume
Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins

Requirements

10+ years of progressive experience in GTM strategy, sales operations, or revenue operations, with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
Demonstrated track record building or restructuring a centralized RevOps function inside a complex, multi-segment B2B business — owning the commercial engine, not managing a regional silo
Direct ownership of territory design, quota setting, and comp plan architecture at scale; has held regional sales leaders accountable to a standard model
Hands-on experience with pipeline governance and forecast accountability — managing the number, not just reporting it
Financial fluency: comfortable reading deal-level P&L, modeling comp plan costs, and connecting territory design decisions to EBITDA contribution; prior experience in Finance, FP&A, or a Controller role is a meaningful differentiator
Experience operationalizing strategic work — converting a framework, model, or consulting deliverable into something the business runs on every day
Background in technology distribution, value-added reselling, or systems integration — understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin is made at the deal level
Experience with account segmentation, propensity modeling, or territory design tools; comfortable inheriting and running a model you did not build
Familiarity with NetSuite or ConnectWise as a CRM and quoting system of record
Experience leading GTM design through a commercial transition — M&A integration, vendor consolidation, or a major go-to-market restructuring

Benefits

Comprehensive medical, dental and vision plans for you and your dependents
401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
Competitive Compensation
Training and development programs
Major offices stocked with snacks and beverages
Collaborative and cool culture
Work-life balance and generous paid time off

Trace3

Trace3 delivers business transformation. We consult on, integrate, and operate convergent solutions across data, security, and cloud that embrace emerging technology and drive measurable business value for our clients.

Founded in 2002

Irvine, California, USA

1.4K employees (48 in marketing)

www.trace3.com