GTM Operations

Dovetail's mission is to improve the quality of every thing. We empower 85,000+ people, from agencies to universities to Fortune 100 companies, to make sense of their customer research in one collaborative and powerful research platform.

We have recently established a presence in San Francisco to enable us to better serve our global customer base, and fuel continued customer growth. We've raised capital to accelerate our growth, with backing from Blackbird Ventures (investors in Canva and SafetyCulture), Felicis Ventures (investors in Adyen, Shopify, and Notion), and Accel (investors in Slack, Dropbox, and Webflow).

You will join as our first hire globally in the GTM Operations function, part of the Revenue team, who are responsible for our high-touch motion. Our product-led high-touch motion complements our scalable self-serve engine, by offering a layer of high-touch human support via the Revenue team. The core focus of our team is to prove the impact of research within recognizable global brands and enterprise-grade organizations.

This is a unique opportunity to build out the GTM Operations function from scratch, working closely with Sales, Customer Success, Support, Growth and Finance teams.

Who you’ll work closely with

Emlyn Gavin
Head of Revenue & Operations
Alex Younes
Head of Sales
Sara Caldwell
Head of Customer Success and Support
Cheri March
GTM Enablement Manager

What you’ll do

  • Improving the efficiency of our operations. You’ll partner closely with our Revenue leadership team to assess and proactively improve the efficiency of our current processes with a data-driven lens. You’ll help to identify trends in data that enable us to better understand customer behavior, team productivity and create proactive scoring that alerts us to certain behaviors (e.g customer health scores, PQLs, expansion potential). You’re analytically minded and can surface the data needed to make decisions with confidence. You’ll partner extremely closely with GTM Enablement to develop and implement solutions to the inefficiencies you surface. You’ll proactively find problems and be backed to solve them with autonomy.

  • Tracking and influencing our effectiveness. You’ll establish KPIs for our functions and track their performance consistently. You have seen first-hand the impact of effective incentive plans, you’ll help to create and operationalize the optimal incentive plan across our various functions to drive sustainable Net ARR growth

  • Focusing our functions on the market opportunity. You’ll define our target customer segmentation, setting the direction for Sales, Customer Success and Support teams. You’ll own and define territory design for our Sales and Customer Success teams, optimizing for coverage that will drive the greatest impact on Net ARR growth. You will also partner closely with our Growth team to help analyze freemium sign-up and conversion rates and the knock-on implications for our high-touch motion.

  • Planning for future success and owning operational rigor. You will establish the Sales, Customer success and Support operating cadence required for driving accountability and predictable revenue. You will help us plan for success by leading initiatives such as strategic planning; collaborating with leaders on our Revenue team on the inputs for success and the financial implications behind their decisions. You’ll provide insights and analytics to aid in function level decision-making and use data to track the success of our defined strategy and initiatives.

  • Driving our systems strategy. You’ll work cross-functionally with Demand Generation, Product Marketing, Growth, Sales, GTM Enablement, Customer Success and Support to build out and optimize the contact to contract process. You’ll have an in-depth understanding of the funnel and will be constantly looking for inefficiencies and areas for improvement. You’ll have a great understanding of how systems should be best set up, integrated and maintained to track customer interactions on a single pane of glass. You’ll act as the connective tissue across functions within our Revenue team and provide context to the broader business on the overall health of our Net ARR growth.

Learn about our product-led growth sales model

Read article

Your background

  • Experience working in a PLG SaaS company. We’re looking for a world-class talent in GTM Operations with multiple years of experience growing and developing functions in a PLG SaaS business, ideally with both self-serve and high-touch motions, and executing against aggressive revenue growth goals.

  • An outstanding communicator. You’ll be highly capable of driving cross-functional and complex programs of work through to completion at a high level of quality in a timely manner.

  • Experience working cross-functionally. You‘ll have experience working with Marketing, Growth, Business Development, Sales, Customer Success and Support to build and optimize inbound lead funnels as well as sales, expansion and renewal cycles.

  • Excellent analytical abilities. With the communication skills to explain complex concepts and make insights surfaced actionable. Some experience with using SQL across commercial databases to answer business and revenue questions is a plus.

  • Humility and willingness to question prior held assumptions. You’ll be in the pursuit of constant improvement.

At Dovetail, we’re passionate about building and fostering an environment where every team member feels supported and valued. We celebrate individualism, welcoming everyone to show up as their authentic selves every day. It’s no secret that diversity builds the best teams, large or small, so we highly encourage applications from people who identify as part of an under-represented group. Please take a peek at Dovetail’s commitment to Program 50/50 and hear why we’re officially a Great Place to Work on our careers page for more info!

All roles
San Francisco, California
Full time
Apply for this role


Equity for everyone

No matter your role, we provide equity for all along with competitive salaries. See your investment grow as Dovetail grows.

Annual retreats

We aim to go away every year to celebrate achievements and have some fun as a team, from NZ to the Whitsundays.

Equal parental leave

We offer an inclusive framework of 20 weeks equal paid leave to support new parents.

Travel to sunny Sydney

You'll have the opportunity to spend significant time in sunny Sydney to work closely with the team.

Commuter perks

We cover up to $280 per month of all your commuter costs, whether it be parking or public transport.

Develop and grow

Take a course, attend a lunch and learn, or head to a conference! We love to support you any way we can.

Extra paid days off

Enjoy ad-hoc KitKat days to take a step back and spend it however you like.

Health is wealth

We cover up to 75% of the premium plans for medical and dental. Plus, have access to Uprise (Employee Assistance Program) for you and your family.

Apply for this role
Get started, free forever

Start free
A few of our customers

See more customers →