Director of Revenue Strategy and Operations

Description

Who We Are?

The 4M story is one you likely haven’t heard before. We're on a mission to create a global map of the subsurface - doing for the world below ground what Google Maps did for the world above. Achieving this vision requires cutting-edge products and technology, which come to life through strong, collaborative teams of talented people who thrive on innovation and tackling complex challenges.

The Opportunity

As the Director of Revenue Strategy and Operations, you will serve as a strategic partner to the CRO, driving alignment, efficiency, and growth across all go-to-market (GTM) functions. You will own the architecture of 4M's revenue engine — from AI-powered tooling and process optimization to market intelligence, public sector GTM strategy, and cross-functional execution. This role combines the analytical rigor of a Chief of Staff with the operational depth of a RevOps leader, and reports directly to the CRO.

Key Responsibilities



GTM Strategy & CRO Enablement

• Act as a strategic advisor and execution partner to the CRO, driving alignment across sales, marketing, and customer success on revenue priorities, OKRs, and key initiatives.
• Lead preparation of CRO-level materials including board decks, QBRs, pipeline reviews, and executive briefings - synthesizing data and insights into clear strategic narratives.
• Conduct ongoing strategic analysis of markets, competitive dynamics, process gaps, risks, and emerging opportunities to inform GTM decision-making.
• Manage the CRO's strategic calendar, ensuring bandwidth is focused on highest-impact priorities across pipeline, renewals, partnerships, and team development.
• Drive cross-functional GTM initiatives from inception through execution, coordinating stakeholders across product, finance, and customer success.

AI Integration & GTM Technology

• Own the GTM tech stack strategy - evaluating, implementing, and optimizing AI-powered tools across sales automation, outreach, forecasting, CRM enrichment, and customer intelligence.
• Design and lead enablement programs to train GTM teams on AI tools and workflows, building internal capability and driving adoption across sales, marketing, and customer success.
• Partner with sales and marketing leadership to embed AI into core processes - including account research, pipeline management, content generation, and post-sale workflows.
• Hands-on experience leveraging Claude (Anthropic) within GTM workflows - including account research, proposal development, competitive analysis, and sales content generation - and a track record of deploying Claude-powered solutions across the revenue team.

Revenue Operations & Process Excellence

• Design and optimize end-to-end revenue processes across the full customer lifecycle — from lead generation and pipeline management to renewal and expansion.
• Implement and manage reporting infrastructure to deliver real-time visibility into pipeline, conversion rates, forecast accuracy, and GTM performance.
• Collaborate with finance and sales leadership on revenue forecasting, territory planning, quota setting, and commission program design; comfortable working across time zones with international finance and administrative counterparts, including managing async workflows and coordinating on budgets, approvals, and compliance requirements with overseas teams.
• Develop and maintain sales playbooks, onboarding materials, and operational documentation to ensure consistency and scalability across the GTM team.
• Maintain data integrity across CRM and GTM systems, establishing governance standards and audit processes.

Public Sector & Regulated Industry GTM

• Lead ICP refinement and persona development for public sector segments - including state and local government, Departments of Transportation, and other regulated industries - translating buyer insights into actionable GTM strategies.
• Partner with sales and marketing to develop positioning, messaging, and content tailored to public sector procurement cycles, compliance requirements, and decision-making structures.
• Track regulatory, policy, and procurement trends affecting target verticals to identify emerging opportunities and risks.
• Support development of partner and channel strategies relevant to public sector acquisition, including systems integrators, AEC firms, and procurement vehicles.

Market Intelligence & Strategic Analysis

• Conduct structured market and competitive analyses to support territory planning, pricing decisions, and product-market fit assessments.
• Build and maintain frameworks for tracking win/loss trends, competitive positioning, and customer segment performance.
• Synthesize quantitative and qualitative data into strategic recommendations for the CRO and GTM leadership team.
• Partner with product and marketing on analyst relations, customer advisory inputs, and GTM feedback loops.

Requirements

• 5-8 years of experience in revenue operations, sales strategy, GTM operations, or a Chief of Staff role within a high-growth B2B technology company.
• Demonstrated experience integrating AI tools into GTM workflows, including hands-on proficiency with Claude (Anthropic) for sales automation, content generation, research, and analysis; familiarity with broader AI platforms for CRM enrichment and forecasting is a plus.
• Proven track record training and enabling GTM teams on new tools and processes, driving measurable adoption and behavior change.
• Direct experience working with or selling into public sector organizations, regulated industries, or government agencies - with a strong understanding of associated ICPs, personas, and procurement dynamics.
• Strong strategic analysis capabilities, including the ability to assess markets, diagnose process inefficiencies, identify risks, and translate findings into executive-ready recommendations.
• Proficiency with CRM platforms (e.g., Salesforce, HubSpot), marketing automation tools, analytics platforms, and GTM intelligence tools.
• Excellent data analysis and reporting skills, including advanced proficiency with spreadsheets and CRM-based reporting.
• Exceptional communication skills - able to influence senior stakeholders, simplify complex information, and operate effectively in ambiguous, fast-moving environments.
• Demonstrated ability to lead cross-functional initiatives and manage multiple high-priority workstreams simultaneously.

**We offer a comprehensive benefits package that includes competitive compensation, generous health coverage (with partial support for family members), 401(k) matching, flexible time off, and extended parental leave — all designed to support your well-being and growth at every stage of your journey with 4M.

Diverse Perspective

We believe that innovation thrives when diverse perspectives come together to solve complex challenges. That’s why we actively seek individuals who bring a wide range of life experiences, educational backgrounds, cultural perspectives, and work experiences. We invite you to share how your unique perspective will contribute to our team and help us drive success.