GTM Business Operations Associate, Scale AI

• This role is ideal for a highly analytical, commercially minded generalist - someone who thrives with autonomy and enjoys being close to deals
• A penchant for digging deeply into the data yourself, thinking from first principles, and iterating quickly to deliver results
• Strong commercial instincts and a genuine interest in how deals get won - from first meeting to signed contract
• Hands-on experience with CRM and reporting tools, and advanced Excel / Google Sheets and Claude skills; SQL or BI tools (e.g. Tableau, Looker) a plus
• Excellent written communication - you can turn complex material into clear training content, crisp bid responses and polished executive-level comms
• Strong project management skills, with the ability to run several workstreams and hard deadlines in parallel without dropping the ball
• A strong orientation toward outcomes, and a history of being scrappy when it counts
• Low ego and highly collaborative - you’re excited to work alongside smart, humble teammates and do whatever it takes to help the team succeed
• An easygoing interpersonal style that lets you hold sellers accountable on pipeline discipline while earning their trust, and build credibility with senior external advisors
• Proven ability to build high-trust relationships with a wide range of people across sales, finance, legal and delivery
• Excellent qualitative and quantitative analytical skills

Desirable

• Scale’s Global Public Sector (GPS) team is growing quickly as we work to build reliable AI systems for governments around the world. This is one of the most ambitious and high-impact problems of our time, and our go-to-market team sits at the front line of it - building relationships with government customers, shaping complex deals, and turning pipeline into deployed programs
• We’re looking for a GTM Business Operations Associate to make our sales team run with more rigour, predictability and speed. Working closely with the Head of Commercial Strategy & Operations, you’ll lead on getting new sellers productive fast and giving deal teams hands-on support on bids, tenders and pricing, and act as a key partner in running our sales operations and advisor program.
• Design and run onboarding for new GTM hires - building the curriculum, materials and 30/60/90-day milestones that get sellers productive quickly
• Build and maintain a central library of enablement content (product and use-case overviews, customer stories, competitive positioning, objection handling) and keep it current as our offerings evolve
• Partner with Product, EPD and Marketing to turn new launches and capabilities into clear, field-ready training for the sales team
• Work alongside the Head of Commercial Strategy & Operations to document and refine our sales playbooks, stage definitions, qualification criteria and deal handoffs, and support their rollout across regions
• Keep the GTM operating cadence running smoothly - weekly pipeline reviews, monthly forecast calls and quarterly business reviews - by preparing inputs, flagging risks and tracking follow-through on actions
• Prepare the forecasting and pipeline reporting used by leadership, pulling together data from across the sales team and improving accuracy over time
• Keep CRM (Salesforce) data clean and up to date, working with sellers on opportunity hygiene, and surface ideas for where tooling and AI could remove manual work
• Track GTM metrics (pipeline generation, conversion, win rates, cycle times, bookings vs. target) and turn the data into clear insights for the sales team and leadership
• Partner with the Head of Commercial Strategy & Operations on the day-to-day running of the advisor program - coordinating onboarding of new advisors and keeping a clear view of each advisor’s network, expertise and active engagements
• Coordinate introductions, briefings and follow-ups between advisors and deal teams, so every engagement has a clear objective and next step
• Track advisor impact (meetings sourced, pipeline influenced, deals supported) and prepare the analysis that informs where we invest, expand or refocus the program
• Handle the operational side of advisor relationships, including agreements, check-in scheduling and internal reporting
• Partner with deal teams on complex opportunities - helping structure pricing and commercial proposals, building pricing models, and coordinating internal approvals across finance, legal and leadership
• Run the bid and tender process - tracking opportunities and deadlines, coordinating contributors across sales, EPD, legal and security, and keeping submissions on time and to a high standard
• Build a reusable bid library (standard responses, compliance and security answers, case studies, pricing templates) so each submission is faster and stronger than the last
• Capture learnings from wins and losses and feed them back into playbooks, pricing guidance and enablement