Head of GTM Strategy

From the company's job description

Tabs is the leading AI-native revenue platform for modern finance and accounting teams. Tabs agents automate the entire contract-to-cash lifecycle, including billing, collections, revenue recognition, and reporting, to help teams eliminate manual work and accelerate cash flow.

High-growth companies like Cursor and Statsig rely on Tabs to generate invoices directly from contracts, reconcile payments in real time, and automate ASC 606 compliance.

Founded in 2023, Tabs has raised over $91 million from Lightspeed Venture Partners https://lsvp.com, General Catalyst https://www.generalcatalyst.com, and Primary https://www.primary.vc. The team is headquartered in New York and brings deep expertise in finance and AI.

ABOUT THE ROLE

We’re looking for a Head of Go-To-Market Strategy to work closely with our CRO and leadership team to drive some of the most important strategic initiatives across the company.

You’ll help shape how we scale our go-to-market engine; from pricing and planning to process design and cross-functional execution. Some initiatives will be deeply analytical, others highly operational. In every case, the goal is the same: identify the highest-impact opportunities and drive them through to execution.

This role is ideal for someone who thrives in high-ownership environments and enjoys both solving complex strategic problems and rolling up their sleeves to make things happen. In many ways, this role operates similarly to a Strategic Initiative leader for the business, with a focus on GTM.

WHAT YOU’LL DO

• Drive GTM Strategy: Partner with leadership to define and evolve our go-to-market strategy, including segmentation, pricing, packaging, and growth initiatives.

• Lead High-Impact Projects: Identify and execute strategic initiatives that unlock growth across the funnel through both sales enablement and process optimization.

• Own GTM Planning: Support annual and quarterly planning processes, including budgeting, territory planning, capacity modeling, and revenue forecasting. Shape focus and narrative arc of team-wide communications.

• Improve GTM Operations: Help design scalable systems and processes that enable the revenue organization to operate with precision and efficiency as the company grows.

• Cross-Functional Execution: Work closely with leaders across Sales, Marketing, Product, Operations, and Finance to ensure initiatives move from idea to implementation.

• Build the Operating Cadence: Help establish the operating rhythms, reporting, and metrics that enable leadership to make better decisions.

WHO YOU ARE

• Highly Analytical: You are comfortable working with data and breaking down complex problems into clear, actionable insights.

• High Agency: You take ownership of ambiguous problems and drive them through to resolution without needing heavy structure or oversight.

• Strategic Operator: You enjoy thinking about company strategy but are equally comfortable executing and getting into the operational details.

• Structured Thinker: You bring frameworks, clarity, and organization to messy or evolving problems.

• AI-Enabled: You use AI in your own workflows as well as within the systems you design to amplify both efficiency and efficacy

• Collaborative: You work effectively across functions and can influence leaders and teams without direct reporting-line authority.

• This role is likely a strong fit for candidates with 10+ years of experience, often coming from backgrounds such as consulting, strategy, operations, or early-stage startups.

• Direct experience in revenue organizations is incredibly helpful but not absolutely required. We are primarily looking for someone with strong problem-solving ability, business judgment, and a bias toward execution.

Experience

• 10+ years of professional experience in strategy, operations, revenue, or a related function — with a track record of driving measurable business outcomes

• Experience in management consulting, investment banking, corporate strategy, or a high-growth startup, combined with hands-on execution in an operator role

• Demonstrated ability to build or scale a GTM or business operations function — including owning planning cycles, forecasting, sales motion design, enablement, or process improvement

• Experience working directly with or within a revenue organization (Sales, Marketing, Customer Success) and a strong understanding of how B2B SaaS go-to-market engines work

• Proven ability to lead cross-functional initiatives and deliver results without direct authority — from problem framing through implementation

• Comfort with data: you've built models, dashboards, or analyses that influenced senior decision-making

Nice to Have

• Prior experience in a quota-carrying or customer-facing role, or familiarity with the finance/accounting buyer persona

• Prior experience designing or facilitating sales or product enablement programs

• Domain knowledge in accounting, revenue recognition (ASC 606), or financial operations

PERKS AND BENEFITS (FULL-TIME EMPLOYEES)

• Competitive compensation and equity

• Unlimited PTO

• Up to 100% employer covered monthly healthcare premium (medical, dental, vision)

• Lunch provided via Sharebite, plus dinner for any later in office days.

• Parental leave up to 12 weeks

• Tax free commuter and parking benefits

• Voluntary insurances (Life, Hospital, Critical Illness, Accident)

• Employee Assistance Program (Rightway)

• Free One Medical Membership

• 401k

Tabs is an equal opportunity employer. We welcome teammates of all identities and do not discriminate on the basis of race, ethnicity, religion, gender identity, sexual orientation, age, disability, veteran status, or any other protected characteristic. We’re committed to creating an environment where everyone can grow, contribute, and feel comfortable being themselves.