Scale AI · 13 hours ago
GTM Architect
San Francisco, CA
Full-time
Onsite
Senior Level, Lead/Staff
$176K/yr - $220K/yr
8+ years expScale AI is focused on developing reliable AI systems for critical decision-making, and they are seeking a GTM Architect to lead their enterprise revenue motion. This role will design and manage the enterprise GTM architecture, ensuring engagement with strategic accounts and driving predictable growth.
Artificial Intelligence (AI)Big DataAI InfrastructureData Collection and LabelingGenerative AIImage RecognitionMachine Learning
Responsibilities
Own and evolve Scale’s enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards
Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth
Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity
Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews
Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting
Build executive-level dashboards and reporting to support GTM decision-making and leadership visibility
Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged
Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution
Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting
Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions
Initially operate as a senior individual contributor, with a clear path to hiring, developing, and leading a high-impact GTM / RevOps team
Qualification
Required
8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments
Experience supporting complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies
Proven ownership of sales systems, forecasting, and performance measurement at scale
Hands-on experience designing and managing enterprise sales compensation plans and reporting
Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences
A clear point of view on how enterprise accounts should be engaged and how to operationalize that engagement at scale
Comfort influencing senior sales leaders and executives without direct authority
Excellent written and verbal communication skills, including experience building executive-level materials and dashboards
Strong command of GTM systems and tools (e.g., Salesforce, Clari, planning and reporting tools)
High attention to detail paired with the ability to operate at a strategic altitude
Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time
Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus
Benefits
Comprehensive health, dental and vision coverage
Retirement benefits
A learning and development stipend
Generous PTO
A commuter stipend
Company
Scale AI
Scale’s mission is to develop reliable AI systems for the world’s most important decisions.
501-1000 employees
H1B Sponsorship
Scale AI has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (82)
2024 (54)
2023 (29)
2022 (17)
2021 (10)
2020 (10)
Funding
Current Stage
Late StageTotal Funding
$15.9BKey Investors
MetaAccelDragoneer Investment Group,Greenoaks,Tiger Global Management
2025-06-10Corporate Round· $14.3B
2025-06-04Series Unknown
2024-05-21Series F· $1B
Leadership Team
Jason Droege
Interim Chief Executive Officer
Clemens Viernickel
Head of Product
Recent News
2026-01-16
CB Insights
2026-01-09
Company data provided by crunchbase