GTM Strategist

About the Role

The GTM Strategist will own the end-to-end revenue operations strategy, with a focus on customer success and field engineering. You will work directly with sales leadership to design and iterate on coverage models, segmentation, and quota structures that reflect how developers actually buy. Your expertise in HubSpot and data analysis will be crucial in building and maintaining a single source of truth for revenue data across multiple platforms.

Supabase is a rapidly growing company, and the GTM Strategist will play a critical role in scaling the go-to-market team. You will need to be highly autonomous, able to set your own agenda, and escalate issues when necessary. Strong communication skills are essential, as you will be working with cross-functional teams and stakeholders to drive business outcomes.

What You Will Do

• Own the end-to-end revenue operations strategy with a focus on customer success and field engineering
• Build and maintain a single source of truth for revenue data across HubSpot, BigQuery, and other platforms
• Partner with sales leadership to design and iterate on coverage models, segmentation, and quota structures
• Define and track key metrics, from top-of-funnel conversion to NRR, and surface insights that drive action
• Lead the RevOps roadmap, prioritizing tooling investments and managing vendor relationships
• Collaborate with finance on revenue forecasting and accrual accuracy, ensuring GTM and financial models stay aligned
• Work with GTM engineering on automations and data pipelines to translate strategy into working systems
• Stay close to the customer, understanding how developers discover, adopt, and expand their use of Supabase
• Develop and maintain a deep understanding of the sales process, identifying areas for optimization and improvement
• Provide data-driven insights and recommendations to sales leadership and other stakeholders
• Manage and analyze large datasets to identify trends and opportunities for growth

What We Are Looking For

• 6+ years of experience in revenue operations, strategy consulting, GTM strategy, or sales operations at a B2B SaaS or developer-tools company
• Fluency in the GTM stack, including HubSpot, BigQuery, and Hightouch
• Ability to write SQL comfortably and work with data analysis tools
• Experience designing or overhauling sales processes, forecasting cadences, or territory models in a high-growth environment
• Understanding of product-led growth motions, including PLS, usage-based triggers, and how PLG data flows into commercial pipelines
• Strong communication and project management skills, with the ability to work autonomously and collaborate with cross-functional teams
• Ability to thrive in a fast-paced, rapidly changing environment, with a focus on building for scale without over-engineering
• Experience working with remote teams and stakeholders, with a strong understanding of the importance of clear communication and documentation

Nice to Have

• Experience with other GTM tools and platforms, such as Salesforce or Marketo
• Knowledge of data visualization tools, such as Tableau or Power BI
• Certification in HubSpot or other relevant platforms
• Experience working in a startup or rapid-growth environment, with a focus on innovation and iteration
• Familiarity with agile development methodologies and lean startup principles

Benefits and Perks

• Fully remote work arrangement, with a WeWork membership or co-working allowance
• ESOP (equity ownership) in the company, with a shared commitment to growth and success
• Tech allowance to set up your ideal work environment, including laptop, monitor, and other necessary equipment
• Health benefits, including 100% coverage for employees and 80% for dependents
• Annual off-sites and team-building events, with a focus on collaboration and community
• Opportunities for professional development and growth, with a commitment to ongoing learning and education
• Flexible PTO and vacation policy, with a focus on work-life balance and employee wellbeing
• Access to a global network of professionals and experts in the field, with opportunities for collaboration and knowledge sharing

• Develop a strong understanding of the GTM stack, including HubSpot, BigQuery, and Hightouch, and be prepared to showcase your expertise in these tools.
• Highlight your experience with data analysis and visualization, and be prepared to provide examples of how you've used data to drive business outcomes.
• Emphasize your ability to work autonomously and collaborate with cross-functional teams, with a focus on clear communication and project management.
• Showcase your understanding of product-led growth motions and how PLG data flows into commercial pipelines, and be prepared to discuss how you've applied this knowledge in previous roles.
• Be prepared to provide examples of how you've optimized sales processes and driven revenue growth in previous roles, and highlight your ability to think strategically and drive business outcomes.
• Research the company and role thoroughly, and be prepared to discuss how your skills and experience align with the company's goals and objectives.
• Prepare to back up your claims with data and examples, and be prepared to discuss your approach to problem-solving and decision making.