Why This Job is Featured on The SaaS Jobs
This Head of GTM Architecture role sits at the intersection of revenue operations, GTM strategy, and enablement, a combination that has become increasingly central as SaaS companies add products, segments, and channels. The mandate to align sales, marketing, and customer experience around a single operating rhythm signals a business that is formalising how it plans and inspects execution, rather than relying on ad hoc heroics. The emphasis on practitioner-level customer immersion also reflects a SaaS motion where operational design is informed by real usage patterns and feedback loops.
For a SaaS career, the distinctive value is breadth across the full revenue system: forecasting cadence, rules of engagement, territory and routing design, and the measurement infrastructure that ties activity to outcomes. Experience partnering with GTM Finance on capacity models and incentives builds a transferable toolkit for scaling predictable growth, especially in environments where process changes must be sequenced, adopted, and audited over time.
This position suits operators who prefer ambiguous problems with clear accountability, and who enjoy translating strategy into mechanisms that teams actually follow. It will likely resonate with leaders comfortable balancing quantitative rigor with change management, and with professionals who want their impact to be visible across multiple GTM functions rather than contained within a single ops lane.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About Clay
Our mission is to help organizations turn any growth idea into reality.
We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers — including Anthropic, Notion, Google, and Ramp — go to market with unique data, signals, and AI research.
In 2025, we raised a $100M Series C backed by world-class investors including Sequoia, CapitalG, and First Round — and crossed $100M in revenue.
In 2026, we announced our second employee tender offer in 9 months at a new $5B valuation. We also launched a community equity round, for our customers, agency partners, and club members.
Some things to know about us:
Our community includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs, and 30k members on Slack.
Our cultureis 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.
Read about us in the NYT, Forbes, First Round Review, and more.
Hear from our employees directly on our Glassdoor 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.
What You'll Do
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
What You'll Bring
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: Proven track record of hiring and developing high-performing teams: you've enabled and supported impressive careers
You’ve implemented novel GTM strategies with measurable business impact: reinvented the playbook before from first principles and are excited to do it again
Exceptional quantitative modeling skills with expertise in SaaS GTM finance and measurement
Executive (but still grounded) presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet!”
An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes
You’re excited to spend time speaking with our customers and community to bring Clay's best practices to market
