Claylabs

Claylabs

Head of GTM Architecture

New York

Sponsorship not specifiedDetected 103 days ago
LeadershipCommunication

About the role

  • We see growth as a creative practice, not a formula.
  • As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage.
  • In 2025, we raised a $100M Series C https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.htmlbacked by world-class investors including Sequoia, CapitalG, and First Round - and crossed $100M in revenue.

Responsibilities

  • Architect the GTM operating rhythm end-to-end: sit in every forecast call, design inspection and accountability cadences, and close inefficiencies across sales, CX, and marketing. Partner closely with our GTM leadership.
  • Design GTM process and methodology: design and implement sales process changes, develop playbooks, and create field assets
  • Define rules of engagement: establish clear swim lanes, design territory assignments, manage deal splits, and refine routing and handoffs
  • Lead implementation and change management for GTM initiatives, ensuring proper sequencing, communication, and measurement of field adoption
  • Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high-leverage questions like segment prioritization, connect the dots across the GTM
  • Partner with GTM Engineering and GTM Ops: to push Clay's product into new use cases, propose extensions, and contribute to our practitioner-led product feedback loop
  • Build a high-performing and supportive team, the clay way
  • 5+ years of people management experience in hypergrowth enrvironments: Proven track record of hiring and developing high-performing teams: you've enabled and supported impressive careers
  • Architect the GTM operating rhythm end-to-end: sit in every forecast call, design inspection and accountability cadences, and close inefficiencies across sales, CX, and marketing.
  • Partner closely with our GTM leadership.

Requirements

  • 10+ years of experience in business strategy, operations, and analysis with at least 5 years in revenue operations & strategy at a hypergrowth SaaS company
  • 5+ years of people management experience in hypergrowth enrvironments:

Skills

  • Exceptional quantitative modeling skills with expertise in SaaS GTM finance and measurement

Benefits

  • We also launched a community equity round https://www.clay.com/blog/community-equity-offering, for our customers, agency partners, and club members.

Company info

  • Our community http://community.clay.com includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs https://luma.com/claylive, and 30k members on Slack.
  • Our culture https://nextplayso.substack.com/p/spotlight-clay is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.
  • All employees can work for free with world-class coaches who specialize in creativity, management, and more.
  • Our operating principles - including negative maintenance and non-attached action - guide our work. Read more about them here https://cdn.prod.website-files.com/61477f2c24a826836f969afe/685d83a71452245cc1129791_4d770abfd83e276ec15315a2e06945bd_Clay2025_OperatingPrinciples.pdf.
  • Read about us in the NYT https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.html, Forbes http://google.com/search?q=forbes+clay&rlz=1C5OZZY_enUS1155US1155&oq=forbes+clay&gs_lcrp=EgZjaHJvbWUyBggAEEUYOTIHCAEQABiABDIHCAIQABiABDIHCAMQABiABDIHCAQQABiABDIHCAUQABiABDIHCAYQABiABDIHCAcQABiABDIHCAgQABiABDIHCAkQABiABNIBBzkzM2owajSoAgOwAgHxBVAe8UAxJx_p&sourceid=chrome&ie=UTF-8, First Round Review https://review.firstround.com/podcast/inside-clays-unconventional-path-to-1-25b/, and more https://www.clay.com/press.
  • Hear from our employees directly on our Glassdoor https://www.glassdoor.com/Overview/Working-at-Clay-EI_IE9850794.11,15.htm page!
  • GTM ARCHITECTURE @ CLAY
  • We're excited for our Head of GTM Architecture to design and build our revenue engine so that sales, marketing, and CX are rowing in the same direction with clear accountability and real leverage.
  • Internally you'll be at the center of designing how we plan, inspect, incentivize, and course-correct.
  • You'll partner closely with our GTM leaders.
  • Externally, you'll immerse yourself with our customers as a practitioner-evangelist of Clay and the future of GTM.
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