Director, GTM Strategy & Operations_2026

About the Company

At-Bay is a fast-growth InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity. In this role, you'll help expand our reach and influence in the business and security community, of which we serve 35,000 customers.
About the Role

We are looking for a Director of GTM Strategy & Operations to help define how At-Bay Security grows and build the operating model to make it happen.

This person will be a key member of At-Bay Security leadership team, leading GTM strategy, operations, and revenue operations. Historically, this function has played a central role in designing and incubating the GTM motions that have allowed At-Bay Security to win in the market. We want that to continue as we enter our next stage of growth.

This role has a broad mandate: determine where and how we grow, design and test new GTM motions, build the planning and operating infrastructure required to scale, and rethink how AI can make our GTM organization more effective.

We are looking for someone who can move fluidly between strategy and execution. You should be comfortable developing the executive-level strategy, getting into the underlying data and economics, and then working cross-functionally to turn an idea into reality. The job is not just to recommend a strategy. It is to help build it, test it, and prove that it works.
What You’ll Own
GTM Strategy

- Define where and how At-Bay Security grows, translating company strategy into clear GTM priorities and executable plans

- Develop market segmentation, customer targeting, distribution, channel, and coverage strategies

- Identify and evaluate new customer segments, channels, partnerships, and other growth opportunities

- Build business cases, financial models, and analytical frameworks that inform major GTM decisions

- Design new GTM motions across Sales, Marketing, Partnerships, Distribution, and expansion

- Take new GTM motions from hypothesis through testing, validation, and operationalization

- Define the economics, operating model, milestones, and success metrics for new initiatives

- Build closed-loop measurement to understand what is working, what is not, and where we should invest further

- Determine when an initiative is ready to scale, needs to change, or should be stopped

- Lead high-impact strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams

Planning, Forecasting & Performance

- Build the operating discipline and business visibility required to scale

- Lead annual and quarterly GTM planning, translating growth objectives into capacity, pipeline, bookings, and revenue plans

- Own and continuously improve capacity, productivity, pipeline, bookings, and revenue models

- Build forecasting processes that give leadership a clear view of performance, risks, opportunities, and revenue predictability

- Define the leading and lagging KPIs used to measure GTM performance and build the dashboards and reporting needed to run the business

- Own key GTM operating cadences, including forecasting, pipeline reviews, business reviews, and quarterly planning

- Identify the underlying drivers of performance and partner with functional leaders to address gaps and improve execution

- Present to senior leadership on GTM performance, strategic priorities, and analytical deep dives

GTM Operations

- Translate GTM strategy into a scalable operating model across the customer lifecycle

- Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures

- Partner closely with Sales, Marketing, Finance, and o