VP, GTM Operations

GumGum • New York, NY

1d • Hybrid

About The Position

GumGum is the contextual-first technology leader transforming digital advertising with AI-powered, non-invasive data and media solutions. We champion effective advertising that uplifts and respects consumers. Our proprietary Contextual, Attention, and Creative solutions create the perfect match between a brand and a consumer in the right moment and mindset. Founded in 2008, GumGum is headquartered in Santa Monica, California, and operates in 19+ markets.

To be a part of this next phase of digital advertising that prioritizes data privacy, please visit www.gumgum.com/careers
GumGum is looking for a Vice President, GTM Operations to serve as the CRO’s senior operating partner and the architect of our revenue engine. This is a hands-on, systems-oriented leadership role — not a quota-carrying or corporate strategy position. You’ll be responsible for designing, scaling, and continuously improving how revenue is planned, sold, measured, and grown across regions, products, and customer segments.
You’ll translate company priorities into clear, executable go-to-market frameworks and ensure those frameworks are consistently applied across the global sales organization. Success in this role means consistency, speed of execution, reduced friction, and increased confidence in the revenue model.
Note: GumGum fosters a flexible hybrid work environment, offering GumGummers the ability to work in-office and remotely/from home. This role is based in New York, NY.

Requirements

• 12–15+ years in revenue strategy, sales operations, GTM, or management consulting, including VP/SVP-level experience
• Background in ad tech, media, SaaS, or complex B2B platforms
• Demonstrated success designing and scaling revenue operating models
• Track record of building operating frameworks that function effectively without ongoing personal intervention
• Prior experience partnering closely with RevOps/SalesOps teams strongly preferred
• Consulting or internal transformation background is a plus
• Ability to lead senior sales leaders through complex change, challenge legacy practices, and drive alignment
• Strong analytical and systems-thinking mindset
• Deep understanding of sales behaviour, incentives, and operating models
• Ability to simplify complexity into clear rules and frameworks
• Credible communicator with senior sales, finance, and product leaders
• Comfortable operating in matrixed environments with clear accountability
• Low ego, high conviction — brings clarity to ambiguity and structure to complexity

Responsibilities

• Own the design and evolution of GumGum’s revenue operating system
• Define and maintain the global GTM model across brand vs. agency, managed vs. programmatic, and regional variations (NA, EMEA, JAPAC)
• Drive sales strategy execution — market and segment focus, coverage models, regional priorities — in partnership with the CRO
• Translate company priorities into clear GTM rules, guardrails, and operating principles
• Ensure GTM decisions are executable in Salesforce, comp plans, and seller workflows
• Document and socialize GTM frameworks so they are applied consistently across the organisation
• Lead annual and quarterly sales planning in partnership with the CRO and Finance
• Design quota-setting methodologies that reflect market dynamics, account mix, and seller roles
• Build data-backed models to evaluate scenarios, tradeoffs, and risks for executive decision-making
• Partner with Compensation and Finance on incentive design, quota allocation, and reallocation frameworks
• Ensure plans are motivating, fair, economically sound, and defensible
• Partner with SalesOps to ensure Salesforce and related tools reflect GTM rules and planning decisions
• Ensure reporting and dashboards support decision-making, not just activity tracking
• Drive operational consistency across regions while accommodating necessary local nuance
• Serve as the connective tissue across Revenue, Finance, Product, People Ops, Marketing, and BizOps
• Partner with Product Marketing on GTM readiness, packaging, and launches
• Work with Finance on pricing, discounting, and deal economics
• Partner with People Operations on sales role design, incentive alignment, and org evolution
• Drive decisions to closure and ensure execution follows agreed standards
• Establish scalable frameworks for complex and non-standard deals — trading, large partnerships, and true exceptions
• Manage guardrails around incentives, discounts, and value exchange
• Translate learnings from exceptions into system-level improvements

Benefits

• At GumGum, competitive base pay is a part of a total rewards package which also includes benefits, an emphasis on recognition, development, and wellness.
• The reasonable estimated base pay range for this role is from 242,000 - 273,500 annually.
• The total rewards package offered also includes an employer-matched 401(k) retirement plan, and depending on the role, participation in a bonus, commission, or stock incentive program.
• Learn more about our U.S. benefits & perks package at gumgum.com/benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed