Director of GTM Strategy

About the Role

As the Director of GTM Strategy, you are the operational co-pilot to the SVP of GTM and the central nervous system of our revenue organization. Selling hyperscale AI infrastructure requires a delicate, high-stakes balance: we are marrying massive, capital-intensive infrastructure deployments (featuring long-lead supply chains for GPUs and liquid cooling systems) with volatile, hyper-growth enterprise demand.

You have the exciting mandate to take our early operational foundations and engineer them into a highly scalable, world-class GTM engine. Rather than inheriting a rigid legacy playbook, you will have the autonomy to author our definitive operating model.

Initially, this means getting highly tactical-optimizing complex capacity monetization models, refining sales territories, and architecting the next evolution of our CRM and data systems.

Once these systems are robust and driving predictable revenue velocity, you will step into scale-mode, recruiting and leading specialized leaders across Capacity Planning, Deal Strategy, Competitive Insights, and Revenue Operations to expand the organization globally.

Responsibilities

• Architect the Operating Rhythm: Design, implement, and relentlessly iterate on the core GTM operating cadence. This includes establishing rigorous weekly forecasting methodologies, designing impactful Quarterly Business Reviews (QBRs), and leading the annual strategic planning cycles.
• Capacity & Revenue Modeling: Build complex financial and operational models that serve as the connective tissue between our GPU deployment schedules and our sales pipeline. You will ensure we monetize every megawatt of our data centers with maximum efficiency, balancing spot instances with long-term reserved commits.
• Build the RevOps & Tech Stack Foundation: Dive deep into our data architecture. You will personally evaluate, select, and implement our core GTM tool stack (CRM, CPQ, forecasting tools), establishing strict pipeline hygiene standards and data definitions.
• Cross-Functional Orchestration: Serve as the critical translation layer between Sales, Finance, Engineering, and Supply Chain. You will convert raw physical compute capacity into actionable sales territories and quotas, ensuring the GTM team is always selling what the supply chain can actually deliver.
• Strategic Board Reporting: Distill complex operational data into compelling, high-level narratives, partnering directly with the SVP of GTM to prepare Board-level presentations, performance readouts, and strategic investment requests.

Experience & Capabilities

• 12+ years of progressive experience in Revenue Operations, GTM Strategy, or Cloud Infrastructure Operations, with prior success at the Director or Sr. Director level in a hyper-growth tech environment.
• Tangible, provable experience in a capital-intensive, capacity-constrained business (e.g., traditional cloud providers, physical infrastructure). You inherently understand how to align sales incentives with supply chain realities and hardware deprecation cycles.
• A true "builder's" mindset. You have a portfolio of complex operational systems you designed and scaled from the ground up, finding the breaking points, and then successfully transitioning to a scaled team.
• Deeply analytical chops; you are a power user of data visualization tools and find joy in building dynamic, multi-variable capacity, pricing, and consumption-based revenue architectures.
• Exceptional leadership capabilities. You are a talent magnet who leads with high EQ, demonstrating the versatility to do the gritty data-cleansing work on Monday and present a multi-year strategic vision to the C-suite on Tuesday.

Pay and benefits

The range below reflects the base salary for the position. Actual compensation may vary based on job-related factors such as skill set, experience, education, and location. In addition to base salary, this role may be eligible for bonus, equity, and/or commission programs. Nscale may offer a competitive benefits package including medical, dental, vision, flexible paid time off, parental leave, and retirement plan participation.

Salary Range $170,000—$300,000 USD

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