What we do:
Halcyon is the industry’s first dedicated, adaptive security platform that combines multiple proprietary advanced prevention engines along with AI models focused specifically on stopping ransomware.
Who we are:
Halcyon was formed in 2021 by a team of cyber industry veterans after battling the scourge of ransomware (and advanced threats) for years at some of the largest global security vendors. Comprised of leaders from Cylance (now Blackberry), Accuvant (now Optiv), Fireye and ISS X-Force (now IBM), Halcyon is focused on building products and solutions for mid-market and enterprise customers.
As a remote-native, completely distributed global team, we recognize great talent can exist anywhere. We invite you to apply to a job you’re interested in and we'll work a plan to meet your needs.
VP of GTM Operations & Strategy
The Role
The VP of GTM Operations & Strategy is the executive owner of Halcyon’s end to end go to market operating system across Marketing, Sales, Customer Success, and Partnerships. This leader is accountable for translating growth strategy into operational reality by aligning planning, analytics, systems, and execution across the full customer lifecycle, from demand generation through expansion and retention.
This role sits at the intersection of GTM strategy, Marketing Operations, Revenue Operations, and operational rigor, ensuring Halcyon’s growth is predictable, efficient, and scalable as the business continues to expand.
Why This Role Matters
This role is the connective tissue between Halcyon’s growth ambition and execution reality.
The VP of GTM Operations & Strategy ensures that marketing investment converts into pipeline, pipeline converts into revenue, and revenue converts into long term customer value through a disciplined, data driven, and scalable GTM engine.
This leader brings clarity where complexity exists, creates leverage through systems and process, and enables GTM leaders to operate at their highest level.
Key Responsibilities
GTM Strategy and Operating Model
- Define, evolve, and operationalize Halcyon’s GTM strategy and operating model
- Translate company and product strategy into actionable GTM plans, resource allocation, and execution frameworks
- Lead annual GTM planning, quarterly reforecasting, and ongoing GTM business reviews
- Partner closely with Finance on revenue modeling, investment tradeoffs, and growth planning
Marketing Operations Leadership
- Own demand planning, pipeline forecasting, and funnel architecture
- Establish clear visibility into pipeline contribution, conversion, and revenue impact by channel
- Ensure scalable, well-defined processes from top of funnel through Sales handoff
- Maintain marketing data integrity and consistent measurement across channels, tools, and regions
- Align marketing strategy, spend, and outcomes to revenue goals
Revenue and Customer Operations
- Own territory design, quota methodology, capacity planning, and compensation analytics
- Lead pipeline management, forecasting accuracy, and deal inspection frameworks
- Partner with Sales leadership to drive productivity, consistency, and predictability
- Partner with Customer Success to optimize onboarding, renewals, expansion, and retention motions
- Ensure seamless GTM handoffs across the full customer journey
GTM Enablement and Productivity
- Own the strategic enablement vision across Marketing, Sales, Customer Success, and Partnerships to drive consistent, high-impact execution across the GTM organization
- Ensure enablement programs are tightly aligned to product launches, messaging evolution, competitive positioning, and go-to-market plays
- Drive consistency in sales methodology, customer engagement standards, and playbook execution across the full customer lifecycle
- Build feedback loops between frontline teams and Marketing, Product, and Leadership to continuously refine messaging, positioning, and sales plays
- Elevate enablement from training to strategic execution leverage that increases discipline, repeatability, and scale across the GTM organization
Data, Analytics, and Executive Insights
- Define and track GTM KPIs across demand and pipeline, conversion and velocity, revenue productivity, retention, and expansion
- Deliver actionable, executive ready insights that guide decision making, prioritization, and investment
GTM Systems and Technology
- Own the end-to-end GTM technology stack, including CRM, forecasting and planning platforms, marketing automation, and analytics tools
- Drive adoption, governance, and continuous optimization of GTM systems
- Evaluate and implement automation and AI driven capabilities to increase leverage and operational efficiency
Cross Functional Leadership
- Act as a strategic partner to senior leaders across Marketing, Sales, Customer Success, Finance, Product, and People
- Drive alignment, clarity, and accountability across GTM functions
- Serve as a trusted advisor to executive leadership on growth strategy and execution
Team Leadership
- Build, lead, and scale a high performing GTM Operations and Strategy organization
- Develop and mentor leaders across Marketing Operations and Revenue Operations
- Establish a culture of operational excellence, accountability, and continuous improvement
Required Experience
- 12 plus years of experience in GTM strategy, revenue operations, sales operations, marketing operations, or related roles
- Senior leadership experience owning both Marketing Operations and Revenue Operations in a B2B SaaS or technology company
- Deep expertise in funnel design, attribution, forecasting, and GTM analytics
- Strong systems background including Salesforce, marketing automation platforms, and BI tools
- Proven ability to influence and align senior leaders across functions Experience operating in high growth, scaling environments
- Comprehensive healthcare (medical, dental, and vision) with premiums paid in full for employees and dependents.
- Short and long-term disability coverage, basic life and AD&D insurance plans.
- Medical and dependent care FSA options.
- 401k plan with a generous employer contribution.
- Flexible PTO policy.
- Parental leave.
- Generous equity offering.
In accordance with applicable state and federal laws, the range provided is Halcyon’s reasonable estimate of the base compensation for this role. The actual amount may differ based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. Base pay is one part of the total package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and equity in the Company.
We understand it takes a diverse team of highly intelligent, passionate, curious, and creative people to develop the exceptional product we are building. Our dynamic team has incredible perspectives to share, just as we know you do, and we take great pride in being an equal opportunity employer.
Top Skills
Similar Jobs
What you need to know about the Los Angeles Tech Scene
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
