Head of GTM Strategy & Operations

Sanas is pioneering the future of human communication. Founded by a team of Stanford researchers and entrepreneurs with deep industry experience, Sanas has developed the world's first real-time speech AI platform capable of accent translation, noise cancellation, speech enhancement, cross-language communication, and more.

Sanas makes conversations clearer, more inclusive, and more effective, removing barriers that prevent people from being understood, regardless of accent, background noise, or native language.

Sanas is currently one of the fastest growing startups in Silicon Valley, growing from $16M to $50M ARR in 2025. The company's core business is profitable and is on track to end 2026 with >$77M ARR. Our team combines deep expertise in model innovation and systems engineering with a design-minded product engineering culture to build and ship cutting-edge AI models and experiences — entirely in-house.

Sanas is a 130 person team, established in 2020. In this short span, we've successfully secured over $100 million in funding. Our innovation has been supported by the industry's leading investors, including Insight Partners, Google Ventures, Quadrille Capital, General Catalyst, Quiet Capital, and other influential investors. Our reputation is further solidified by collaborations with numerous Fortune 100 companies. With Sanas, you're not just adopting a product; you're investing in the future of communication.

If you’re looking to have a significant role in roadmapping and driving technical directions, if you’re looking to deploy challenging and big ideas without much overhead or slowness, if you're looking to leave your mark on an ambitious, generational mission to change how the worlds thinks about speech + AI, then Sanas is a well-suited place for you.

About the Role

Sanas is looking for a Head of GTM Strategy & Operations to own the strategic and operational backbone of our go-to-market engine. This leader will sit at the intersection of Finance and Revenue Operations- translating pipeline, capacity, and quota data into the financial forecasts and growth plans that drive executive decision-making, while also building the operational rigor (systems, processes, reporting) that lets Sales, Marketing, Partnerships, and Customer Success execute against them.

This is a hybrid role by design: we need someone who can speak fluently in both directions - financial rigor (unit economics, ARR/bookings models, capacity and quota planning) and operational execution (CRM integrity, pipeline management, territory and comp design). Candidates typically come from a Finance/FP&A or a Revenue Operations background, but the right person will have deliberately built fluency in the other discipline over their career.

Key Responsibilities

GTM Strategy & Growth

• Own the end-to-end GTM strategy-  scaling adoption, expanding footprint, and identifying new growth vectors across verticals, segment, and route-to-market.
• Partner cross-functionally with Sales, Marketing, and Product to translate strategic priorities into executable plans that deliver against quarterly and annual targets.
• Identify and prioritize growth opportunities; white-space analysis: design and run test-and-scale programs to capture them.

Pipeline, Capacity & Quota Planning

• Own pipeline health end-to-end coverage, velocity, conversion, and stage-to-stage attrition, and turn gaps into concrete action with sales leadership.
• Lead annual and in-year sales capacity planning: headcount, ramp timing, territory design, and quota setting, comp planning in partnership with Sales Leadership
• Build and maintain the quota-to-plan bridge, ensuring capacity, coverage, and targets stay aligned as the business evolves.

GTM KPIs & Reporting

• Define, own, and continuously improve the core GTM KPI framework (pipeline conversion, sales productivity, win rates, cycle time, NRR, CAC/payback, magic number, etc.).
• Build and run the monthly/quarterly GTM reporting cadence for the executive team and Board- pipeline, bookings, capacity, and retention.
• Drive CRM data integrity and forecasting accuracy; own the tooling and automation that make GTM reporting scalable and self-serve.

Partnerships & Channel

• Serve as the strategic and financial lead for partnership and channel motions- deal structuring, pricing, revenue share, and incentive alignment.
• Define incrementality, channel attribution, and success metrics for partner-sourced and partner-influenced revenue; integrate these into the broader GTM forecast.
• Manage the partnerships/channel book of business, including performance tracking, portfolio-level governance, and risk surfacing.

Financial & Operational Rigor

• Own the GTM financial model- bookings, ARR, sales capacity, and quota design- as the connective tissue between Finance and GTM execution.
• Lead GTM planning and budgeting cycles, ensuring investment across Sales, Marketing, and Partnerships is sized appropriately against topline targets.
• Establish governance and review mechanisms (deal desk escalation paths, non-standard terms review, forecast variance review) that keep the business compliant and predictable as it scales.

Qualifications

• 8+ years of experience in Revenue/Sales Finance, FP&A, Revenue Operations, or Sales Operations at a high-growth SaaS or B2B software company, with demonstrated depth in the other discipline (Finance-background candidates should show real RevOps/systems fluency; RevOps-background candidates should show real financial modeling fluency).
• Proven experience owning sales capacity planning, quota design, and pipeline/forecast management.
• Track record building and owning GTM KPI frameworks and executive/Board-level reporting.
• Direct experience with partnership or channel economics, attribution, incentive design,  is strongly preferred.
• Experience with CRM and GTM systems (Salesforce, CPQ, forecasting/BI tooling) and a bias toward automation over manual reporting.
• MBA, management consulting experience is a plus.