Founding GTM Operations Partner
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Job Description
Founding GTM Operations Partner at Spearbit focusing on operations to enhance revenue models. Collaborating across Product, Sales, and Customer Success in a Web3 security startup.
Responsibilities:
- Design and maintain quota models as we evolve our ARR motion
- Own commission modeling, payouts, and changes
- Be the source of truth for pipeline mechanics and deal hygiene
- Own HubSpot end-to-end (structure, data integrity, workflows)
- Ensure sales execution is measurable, fair, and scalable
- Build and maintain automations across HubSpot, Clay, enrichment tools, and internal systems
- Design routing logic and handoffs (PLG → sales, inbound → outbound, services → ARR)
- Create account-level visibility for complex enterprise and bottom-up buying motions
- Reduce manual work across GTM through thoughtful automation
- Analyze which GTM motions are working (services vs ARR, PLG vs enterprise)
- Define and refine ICP signals based on real usage and deal outcomes
- Run deal postmortems: why deals close, stall, or die
- Provide data-backed input into pricing, packaging, and product GTM strategy
Requirements:
- 5+ years of experience in Revenue Operations, Sales Operations, or a related role in a SaaS or services-based environment
- Experience and familiarity with GTM workstreams and processes.
- Strong hands-on experience with HubSpot and Excel including reporting, workflows, and data governance
- Proven ability to analyze and synthesize data across multiple systems into clear insights
- Experience owning dashboards, automations, integrations, and commission reporting end-to-end
- AI-native mindset with curiosity around automation and intelligent tooling
- High level of autonomy, ownership, and comfort operating in ambiguity
- Strong cross-functional communication skills and experience partnering with Sales, Marketing, Customer Success, and Finance
- Detail-oriented with the ability to balance tactical execution and strategic thinking
- Strong verbal and written communication skills with the ability to influence stakeholders at all levels.
- Bonus if you’ve worked with:
- HubSpot
- Clay or enrichment tools
- PLG + enterprise hybrid motions
- Security, developer tools, or infrastructure products
Benefits:
- Competitive salary and performance-based compensation opportunities
- Opportunity to work in an early-stage startup with a talented and passionate team.
- Exposure to high-profile clients in the blockchain and cryptocurrency industry
- Comprehensive health benefit plans
- 401k matching program
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