GTM Strategy & Revenue Operations Lead, Strava
£105-115k
+ Variable Compensation
3+ days a week in office
Social network for tracking run and cycle routes
Be an early applicant
Social network for tracking run and cycle routes
501-1000 employees
Be an early applicant
£105-115k
+ Variable Compensation
3+ days a week in office
501-1000 employees
Company mission
To create the most committed, close, and engaged athlete community on the internet.
Role
Who you are
- Significant experience (+8 years) in a sales management capacity, management consulting, and/or Strategy/Sales Operations roles in a fast-moving ad tech, SaaS or platform-based B2B business
- Experience leading large programs and/or consulting projects in an Enterprise/B2B environment
- Experience influencing and collaborating with senior stakeholders in a matrixed organization
- Ability to thrive in an ambiguous and fast-paced environment with limited direction, balance competing priorities, and manage several time-sensitive projects at once
- Ability to project manage and work with minimal guidance
- Comfortable crafting and communicating insights from data, as well as attention to detail and an interest in metrics/understanding trends and patterns in business performance
- Excellent strategic, problem solving, analytical, presentation and communication skills
What the job involves
- As the Go-To-Market Strategy & Revenue Operations Lead, you’ll play a critical role in building and scaling Strava’s Revenue Operations function
- This means not only ensuring alignment across Sales, Account Management, Marketing, and Product by creating shared goals, communication flows, and consistent reporting, but also owning the processes, efficiencies, tools, and special projects that enable our commercial teams to scale with speed and precision
- You’ll lead GTM planning and campaign readiness, while also building the operational foundation to support revenue growth
- You’ll have a Sales Operations Analyst reporting to you, giving you direct leadership responsibility as you grow the function
- This role is not just about setting strategy and managing forecasting—it’s about accelerating growth and making us move faster
- You’ll identify bottlenecks, streamline processes, and implement tools and workflows that help the team focus on what matters most
- From building dashboards and improving CRM workflows to coordinating cross-functional launches and simplifying reporting, you’ll be a force multiplier for the entire GTM org
- We’re a small, fast-moving team, and expect high levels of ownership
- We’re looking for someone who thrives in an environment of ambiguity, limited structure, and constant iteration
- You’ll have the autonomy to drive change—and the responsibility to make it happen
- Becoming an integral part of the Strava for Business leadership team and a trusted advisor to the Senior Director, SfB, to develop the organization’s strategy, growth and business plan
- Develop the sales strategy and narrative in partnership with Leadership, leveraging data to identify specific vertical, horizontal, and competitor risks and opportunities
- Drive GTM readiness by coordinating plan definition and managing timelines, stakeholder alignment, enablement materials, and performance measurement
- Partner with leadership on org design as part of annual planning
- Lead strategic initiatives that shape how we go to market in new categories, products, or geographies
- Develop financial and commercial models to support planning, scenario analysis, and investment decisions
- Own product pricing strategy, working closely with Product, Sales and Marketing to support new Product launches
- Lead sales forecasting, pipeline reporting and OKR in partnership with Sales Leadership
- Develop our monthly and quarterly business performance review and provide insights that inform strategic decisions
- Lead sales planning and quota setting, headcount planning, and territory alignment
- Develop and operationalize playbooks, reporting cadences, and communication flows for cross-functional GTM initiatives
- Responsible for scalable reporting solutions and dashboards to track KPIs across all sales and marketing
- Identify and own key operational excellence projects across the GTM org driving towards a culture of accountability, clarity, and efficiency
- Own our sales CRM (Hubspot) and related GTM tools—ensuring data accuracy and process adoption
Salary benchmarks
Our take
Strava has created an online network where runners, swimmers and cyclists can record fitness activities, and compare and compete with their community. It offers both a free and premium subscription service with added features. The company also partners with local councils and urban planners who purchase valuable journey data from Strava which can be used to map out cities and develop safer cycle paths.
The platform helps members discover and plan workouts, as well as offering a leaderboard which is updated using GPS as users compete for the top spot on particular fitness segments.
With over 125 million athletes and growing, Strava released several new product rollouts in 2024, including an AI-enabled leaderboard. A partnership with the wearable fitness tracker Oura will mean Strava software is available on wearables, taking Strava into fresh competition with the likes of Peloton and Apple.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-6% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2020
$110m
SERIES F
Oct 2014
$18m
LATE VC
Total funding: $151.4m
Company benefits
- Competitive base salary & stock options
- 100% company paid benefits for employees and families
- Flexible paid time off
- $2,000 annual professional development stipend
- Paid time off for volunteering
- 401(k) plan - with company matching
- $1000 annual gear stipend
- $500 annual gym or coaching reimbursement
- On-site fitness rooms with showers, lockers, and towel service
- Weekly team workouts – including remote employees
- Safe and secure bike storage on-site
- Weekly all hands meetings
- Employee resource groups
- Anti-racism nonprofit company matching program
- Free lunch on Wednesdays on-site
- Regular team happy hours
- Team offsites and company retreats
- Cell phone reimbursement
- Generous industry discounts on gear and activities
- Race entries to events we sponsor
- Snacks and stocked kitchens on-site
- Strava gear
Company HQ
Mission District, San Francisco, CA
Leadership
Mark Gainey
(Chairman)Having studied at Harvard, Mark started their career as a TA Associates Associate before co-founding Kana Communications and several Board Membership roles. They co-founded Strava in 2007, serving since as Chairman.
Michael Horvath
(CEO & Board Member)Michael co-founded Kana with Mark before working as an Economics Professor at Stanford and Dartmouth. They worked for 4 years as CFO of GlycoFi before co-founding Strava, serving initially as CEO and since 2017 as a Board Member.
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