GTM Strategy & Revenue Operations Lead

About This Role

Strava is the app for active people. With over 150 million athletes in more than 185 countries, Strava is where connection, motivation, and personal bests thrive. No matter your activity, gear, or goals, we help you find your crew, crush your milestones, and keep moving forward. Start your journey with Strava today.

Our mission is simple: to motivate people to live their best active lives. We believe in the power of movement to connect and drive people forward.

Strava for Business partners with brands looking to authentically engage with our highly engaged global community. Through sponsored challenges, we provide an alternative to traditional advertising channels, allowing brands to inspire and connect with athletes in a meaningful way.

We’re looking for a strategic operator who can think big, move fast, and make our go-to-market engine run smoother.

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.

We follow a flexible hybrid model that generally translates to around half your time on-site in our London office —roughly three days per week.

What You’ll Do

GTM Strategy, Execution & Business Planning

• 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.

Excellence in Business Operations

• 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

What You’ll Bring to the Team:

• 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.

Compensation Overview:

At Strava, we know our employees are the most important ingredient to our success, and our compensation and total rewards programs reflect that. We take a market-based approach to pay, and pay may vary depending on the department and your location. Salary ranges are categorized into one of three tiers based on a cost of labor index for that geographic area. We will determine the candidate’s starting pay based on job-related skills, experience, qualifications, work location, and market conditions. We may modify these ranges in the future. For more information, please contact your talent partner.

Compensation: £105,000 - £115,000 GBP. This range reflects base compensation only and does not include equity or benefits. Your recruiter can share more details about the full compensation package, including the range specific to your location, during the hiring process.

For more information on benefits, please click here.

Why Join Us?

Movement brings us together. At Strava, we’re building the world’s largest community of active people, helping them stay motivated and achieve their goals.

Our global team is passionate about making movement fun, meaningful, and accessible to everyone. Whether you’re shaping the technology, growing our community, or driving innovation, your work at Strava makes an impact.

When you join Strava, you’re not just joining a company—you’re joining a movement. If you’re ready to bring your energy, ideas, and drive, let’s build something incredible together.

Strava builds software that makes the best part of our athletes’ days even better. Just as we’re deeply committed to unlocking their potential, we’re dedicated to providing a world-class, inclusive workplace where our employees can grow and thrive, too. We’re backed by Sequoia Capital, TCV, Madrone Partners and Jackson Square Ventures, and we’re expanding in order to exceed the needs of our growing community of global athletes. Our culture reflects our community. We are continuously striving to hire and engage teammates from all backgrounds, experiences and perspectives because we know we are a stronger team together.

Strava is an equal opportunity employer. In keeping with the values of Strava, we make all employment decisions including hiring, evaluation, termination, promotional and training opportunities, without regard to race, religion, color, sex, age, national origin, ancestry, sexual orientation, physical handicap, mental disability, medical condition, disability, gender or identity or expression, pregnancy or pregnancy-related condition, marital status, height and/or weight.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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