GTM Strategy & Operations Lead, GTM Technology

The GTM Operations & Strategy team is responsible for productivity and performance improvements across our Go To Market Organization (Sales, Account Management, Marketing, Professional Services / Support, Partnerships, Sales Development). Our team helps GTM leaders manage the day-to-day operations of their business while innovating Plaid’s GTM design and operating model for future scale.

As a leader of the GTM Systems team, you will own the strategy, architecture, and execution of the technology that powers our go-to-market engine. This role partners closely with Sales, Marketing, Finance, Product, and Risk to ensure our GTM systems are scalable, compliant, data-driven, and aligned with revenue growth.

Responsibilities:

• Define and execute the GTM technology strategy and multi-year roadmap, ensuring alignment with Plaid’s scaling needs, evolving GTM motions (sales-assisted, enterprise, partnerships), and long-term business objectives.
• Architect, evolve, and maintain scalable CRM (Salesforce) and GTM system solutions across the full go-to-market stack, including integrations with billing, CPQ, marketing automation, analytics, and internal data platforms.
• Own GTM systems governance and data integrity, including tooling standards, data models, access controls, and operational hygiene. Establish guardrails that balance speed and flexibility with consistency, compliance, and long-term maintainability.
• Lead, mentor, and grow a high-performing GTM Systems team, including managers, admins, engineers, and analysts.
• Manage GTM technology vendors and budgets, including tool evaluation, contract negotiation, renewal planning, and ROI assessment.
• Partner closely with Sales, Marketing, Customer Success, RevOps, Finance, Product, and Engineering to intake demand, prioritize initiatives, and deliver solutions that improve GTM workflows, seller productivity, and customer outcomes.
• Lead a cross-functional AI enablement effort across GTM, responsible for evaluating emerging AI tools and capabilities, designing scalable processes, and overseeing technical deployment. Drive responsible adoption of AI automation to improve seller efficiency, data quality, forecasting accuracy, and customer engagement.
• Drive change management and adoption, ensuring new systems, tools, and processes are successfully rolled out, documented, and embraced by GTM teams through enablement, training, and feedback loops.

Requirements:

• 10+ years of experience in Go-To-Market Operations, Sales Strategy, Revenue/Sales/Marketing Operations, or related technology leadership roles within B2B SaaS or fintech environments.
• Deep expertise across CRM and GTM technologies, including Salesforce, CPQ, Billing, and broader quote-to-cash systems and integrations.
• Proven experience leading product or platform development efforts, partnering closely with Product and Engineering teams to deliver scalable, business-critical solutions.
• Demonstrated people leadership experience, including building, developing, and leading high-performing teams.
• Strong ability to operate effectively in ambiguous, fast-moving environments; able to distill complex problems into structured frameworks, clear priorities, and actionable plans.
• Excellent written and verbal communication skills, with a track record of influencing senior stakeholders and driving alignment across cross-functional partners.
• Experience leading large-scale transformation initiatives, including the application of AI and automation to improve GTM efficiency, data quality, and operational outcomes