Gtm Strategy Jobs in California (NOW HIRING)

The GTM Strategy Manager sits at the intersection of go-to-market strategy and AI-powered execution. Every customer-facing role in the GTM org has a workstream from lead to action that requires constant coaching, iteration, and refinement against defined best practices — and today that burden falls almost entirely on overburdened managers. We need a dedicated owner to build, deploy, and improve production-grade AI agents against well-defined workstreams, while also bringing consulting-caliber strategic analysis to territory design, signal-based outbound, enrichment, and GTM measurement. This is a senior IC role — equal parts strategist and builder.

As a GTM Strategy Manager at Scribe, you will diagnose what's working (and what isn't) across the revenue org, make opinionated recommendations backed by data, and build the systems and automations that execute on those recommendations. You'll own some of our most important AI tooling and enablement, and be the team's resident expert on how AI changes the way modern GTM teams operate.

Reporting to the Director of GTM Operations, you'll have the chance to move fast, work across functions, and influence everything from sales plays to customer expansion and enterprise pricing.

• Analyze GTM performance across Sales, Marketing, and CS — surface what's working, flag anomalies, and deliver opinionated recommendations to the revenue org
• Own agent design and AI-enabled development — build and maintain a structured, data-driven agentic universe with clear iteration and roadmap management
• Use AI tools and agents to surface insights, recommend GTM strategic moves, and design systems and process around an AI-enabled GTM team
• Design measurement frameworks that connect outbound activity to pipeline to ARR — ensuring every play is trackable and every dollar is attributable
• Partner with GTM leadership and cross-functional leaders on strategic planning, audience design, and performance reviews
  

• Own Agentic Go-to-Market workflows as an innovator, pioneer, and advocate, pushing for new ways to implement new workflows within the GTM organization
• Own Clay as a platform — lead enrichment strategy, maintain and scale playbooks, manage credit ROI, and drive best practice adoption across the team
• Drive agent-activation within Dust — build workflows, knowledge bases, and automations that make the revenue org faster, more consistent, and more informed
• Expand the use of AI-native tooling (Claude, OpenAI, and emerging GTM tools) across research, personalization, signal detection, and lead scoring
• Own and continuously improve the leads engine — identifying high-signal triggers, building enrichment workflows, and improving targeting precision over time
• Evaluate and implement new AI tools that push Scribe's GTM capabilities forward

• Rebuilt Scribe's territory model — a structured, defensible account universe with clear ICP segmentation, scoring, and audience design logic
• Improved signal-driven outbound automation in a repeatable AI- and data-driven outbound engine which continuously feeds the sales team with fresh activity
• Scale and iterate on a measurement framework that connects strategic GTM plays to pipeline and ARR — with consistent tagging, attribution, and reporting
• Elevated Enrichment — improved enrichment quality, clear credit ROI visibility by workbook, and best practices embedded across the team
• Activated AI in the GTM org — meaningful AI adoption in day-to-day revenue workflows, acting as a steward of the AI-driven change in the organization
• Delivered strategic recommendations that changed how the revenue team operates — not just analyzed data, but moved the needle

• 3–5 years experience in Revenue Operations, GTM Engineering, Finance, or other equivalent roles
• Hands-on Clay experience — you know how to build tables, manage enrichment strategy, think about credit efficiency, and translate data into targeting logic
• Fluency with AI-native GTM tools — Claude, Cursor, OpenAI, Dust, or equivalent; you're not a tourist in this space and can self-serve in these areas
• Consult on GTM Best Practices — Bring a consultant's lens to diagnosing GTM problems: structured thinking, clear outputs, and a bias toward recommendation over observation
• GTM strategist mindset — you've done growth, sales strategy, consulting, or RevOps and you bring structure and recommendations, not just reporting
• Strong data interpretation skills — you can look at funnel data, call out anomalies, and tell a story about what the numbers mean for the business
• Self-directed and high-output — you identify the gap and go after it; you don't need to be told what to do next
• Comfortable building from scratch — ambiguity doesn't slow you down

Nice to have:

• Experience with Salesforce or HubSpot
• SQL, Sigma, and Snowflake familiarity
• Background in B2B SaaS, ideally PLG or hybrid GTM models

If you're reading this thinking "that's me!", we want to meet you!

• You prefer to analyze and advise but not build — this role requires hands‑on execution, not just recommendations
• You need well‑defined processes handed to you — we're building from scratch and iterating fast
• You see AI as a buzzword rather than a daily operating tool — we expect fluency, not curiosity
• You want to stay in a single lane — this role spans strategy, data, automation, and cross‑functional partnership

Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to document and scale how work gets done. Our Workflow AI platform automatically captures and optimizes workflows so teams work smarter, faster, and more consistently.

We're growing fast — since our founding in 2019, we've grown to over 5 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to uplevel how people do work.

We are builders aspiring to master our crafts. We care deeply about our teammates and want to win, together. We fully embrace the following values:

• Accelerate impact
• Raise the bar
• Make our users heroes
• Clear is kind
• Rapid learning machine
• One team one dream

Our HQ is in beautiful San Francisco, California. For this role, we expect you to live in or near San Francisco and work from the office 3 days per week.

We benchmark compensation using trusted market data and apply a tiered geographic framework to ensure competitive pay across locations. The ranges below represent the base salary band for this role by tier. Final offers are determined by experience, scope, internal parity, and location.

For San Francisco-based candidates, the starting salary range is $150,000 – $175,000 + equity

• Incredible teammates: Work alongside some of the nicest and smartest people you'll ever meet.
• Ownership mindset: We're all owners here, literally. Employees receive equity in Scribe, sharing in the company's long-term success.
• Comprehensive coverage: We offer health, dental, and vision insurance for you and your dependents.
• Time to recharge: Flexible paid time off, plus company holidays to rest and reset.
• Retirement planning: Employees can contribute to a 401(k) plan to help plan for their future.
• Support for growing families: Paid parental leave to help you care for and bond with your growing family.
• Lunch, on us: SF-based employees receive daily catered lunches at our office.
• Easy commutes: Commuter benefits for our office-based team, make getting to and from HQ simpler.
• Level up your home office: Remote? Hybrid? Wherever you work, we'll support your setup with a home office stipend.

Scribe is proud to be an Equal Opportunity Employer.