VP, GTM Strategy & Operations (Remote)

Who is Trace3 ? Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to our clients. Equipped with elite engineering and dynamic innovation, we empower IT executives and their organizations to achieve competitive advantage through a process of Integrate, Automate, Innovate. Our culture at Trace3 embodies the spirit of a startup with the advantage of a scalable business. Employees can grow their career and have fun while doing it! Trace3 is headquartered in Irvine, California. We employ more than 1,200 people all over the United States. Our major field office locations include Denver, Indianapolis, Grand Rapids, Lexington, Los Angeles, Louisville, Texas, San Francisco. Ready to discover the possibilities that live in technology? Come Join Us! Street-Smart - Thriving in Dynamic Times We are flexible and resilient in a fast-changing environment. We continuously innovate and drive constructive change while keeping a focus on the “big picture.” We exercise sound business judgment in making high-quality decisions in a timely and cost-effective manner. We are highly creative and can dig deep within ourselves to find positive solutions to different problems. Juice - The “Stuff” it takes to be a Needle Mover We get things done and drive results. We lead without a title, empowering others through a can-do attitude. We look forward to the goal, mentally mapping out every checkpoint on the pathway to success, and visualizing what the final destination looks and feels like. Teamwork - Humble, Hungry and Smart We are humble individuals who understand how our job impacts the company's mission. We treat others with respect, admit mistakes, give credit where it’s due and demonstrate transparency. We “bring the weather” by exhibiting positive leadership and solution-focused thinking. We hug people in their trials, struggles, and failures – not just their success. We appreciate the individuality of the people around us. ABOUT THE ROLE: The VP of GTM Strategy and Operations will lead the largest pillar of the centralized Revenue Operations function. This role owns territory design, account segmentation, pipeline governance, forecast accountability, and compensation and incentive strategy across all Trace3 regions and verticals. The ideal candidate will take a year of GTM design work and turn it into a scalable, lasting go-to-market operating model for Trace3. WHAT YOU'LL DO: Go-to-Market Design and Territory Strategy Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence Pipeline Governance and Forecast Accountability Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments Comp and Incentive Strategy Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors — account penetration, deal quality, and formation compliance, not just bookings volume Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins Partner with Finance to drive comp efficiency over time through smarter plan design Analytics and Team Leadership Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales QUALIFICATIONS & INTERESTS: 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations, with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments Demonstrated track record building or restructuring a centralized RevOps function inside a complex, multi-segment B2B business — owning the commercial engine, not managing a regional silo Direct ownership of territory design, quota setting, and comp plan architecture at scale; has held regional sales leaders accountable to a standard model Hands-on experience with pipeline governance and forecast accountability — managing the number, not just reporting it Financial fluency: comfortable reading deal-level P&L, modeling comp plan costs, and connecting territory design decisions to EBITDA contribution; prior experience in Finance, FP&A, or a Controller role is a meaningful differentiator Experience operationalizing strategic work — converting a framework, model, or consulting deliverable into something the business runs on every day Background in technology distribution, value-added reselling, or systems integration — understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin is made at the deal level Experience with account segmentation, propensity modeling, or territory design tools; comfortable inheriting and running a model you did not build Familiarity with NetSuite or ConnectWise as a CRM and quoting system of record Experience leading GTM design through a commercial transition — M&A integration, vendor consolidation, or a major go-to-market restructuring Actual salary will be based on a variety of factors, including location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ. Certain positions may also be eligible for variable incentive compensation, such as bonuses or commissions, that is not included in the base salary. Estimated Pay Range $250,000 — $350,000 USD The Perks Comprehensive medical, dental and vision plans for you and your dependents 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability Competitive Compensation Training and development programs Major offices stocked with snacks and beverages Collaborative and cool culture Work-life balance and generous paid time off Our Commitment At the core of Trace3's DNA is our people. We are a diverse group of talented individuals who understand the importance of teamwork and demonstrating leadership, character, and passion in all that we do. We’re committed to fostering an inclusive workplace where everyone feels respected, valued, and empowered to grow. We recognize that embracing diversity drives innovation, improves outcomes, fosters collaboration, boosts teammate satisfaction, and builds a more inclusive culture. As an equal opportunity employer, Trace3 bases all employment decisions based on individual qualifications, merit, and business requirements. We do not engage in discrimination on the basis of race, color, religion, sex (including gender identity, sexual orientation, and pregnancy), national origin, age (40 or older), disability, genetic information, or any other characteristic protected by federal, state, or local law. Any demographic information provided is strictly voluntary, kept confidential in accordance with Equal Employment Opportunity (EEO) regulations, and will not be used in employment decisions, including hiring, promotions, or mentorship programs. We are committed to providing equal employment opportunities for all. If you require a reasonable accommodation to complete the application process or participate in an interview, please email [email protected] . ***To all recruitment agencies: Trace3 does not accept unsolicited agency resumes/CVs. Please do not forward resumes/CVs to our careers email addresses, Trace3 employees or any other company location. Trace3 is not responsible for any fees related to unsolicited resumes/CVs.