VP, GTM Operations

GumGum is the contextual-first technology leader transforming digital advertising with AI-powered, non-invasive data and media solutions. We champion effective advertising that uplifts and respects consumers. Our proprietary Contextual, Attention, and Creative solutions create the perfect match between a brand and a consumer in the right moment and mindset. Founded in 2008, GumGum is headquartered in Santa Monica, California, and operates in 19+ markets.

To be a part of this next phase of digital advertising that prioritizes data privacy, please visit www.gumgum.com/careers

GumGum is looking for a Vice President, GTM Operations to serve as the CRO’s senior operating partner and the architect of our revenue engine. This is a hands-on, systems-oriented leadership role — not a quota-carrying or corporate strategy position. You’ll be responsible for designing, scaling, and continuously improving how revenue is planned, sold, measured, and grown across regions, products, and customer segments.

You’ll translate company priorities into clear, executable go-to-market frameworks and ensure those frameworks are consistently applied across the global sales organization. Success in this role means consistency, speed of execution, reduced friction, and increased confidence in the revenue model.

Note: GumGum fosters a flexible hybrid work environment, offering GumGummers the ability to work in-office and remotely/from home. This role is based in New York, NY.

What You'll Own

Revenue Operating Model & GTM Architecture

• Own the design and evolution of GumGum’s revenue operating system

• Define and maintain the global GTM model across brand vs. agency, managed vs. programmatic, and regional variations (NA, EMEA, JAPAC)

• Drive sales strategy execution — market and segment focus, coverage models, regional priorities — in partnership with the CRO

• Translate company priorities into clear GTM rules, guardrails, and operating principles

• Ensure GTM decisions are executable in Salesforce, comp plans, and seller workflows

• Document and socialize GTM frameworks so they are applied consistently across the organisation

Sales Planning, Quotas & Incentives

• Lead annual and quarterly sales planning in partnership with the CRO and Finance

• Design quota-setting methodologies that reflect market dynamics, account mix, and seller roles

• Build data-backed models to evaluate scenarios, tradeoffs, and risks for executive decision-making

• Partner with Compensation and Finance on incentive design, quota allocation, and reallocation frameworks

• Ensure plans are motivating, fair, economically sound, and defensible

RevOps & Sales Operations

• Partner with SalesOps to ensure Salesforce and related tools reflect GTM rules and planning decisions

• Ensure reporting and dashboards support decision-making, not just activity tracking

• Drive operational consistency across regions while accommodating necessary local nuance

Cross-Functional Revenue Alignment

• Serve as the connective tissue across Revenue, Finance, Product, People Ops, Marketing, and BizOps

• Partner with Product Marketing on GTM readiness, packaging, and launches

• Work with Finance on pricing, discounting, and deal economics

• Partner with People Operations on sales role design, incentive alignment, and org evolution

• Drive decisions to closure and ensure execution follows agreed standards

Commercial Frameworks & Deal Support

• Establish scalable frameworks for complex and non-standard deals — trading, large partnerships, and true exceptions

• Manage guardrails around incentives, discounts, and value exchange

• Translate learnings from exceptions into system-level improvements

What We're Looking For

Experience

• 12–15+ years in revenue strategy, sales operations, GTM, or management consulting, including VP/SVP-level experience

• Background in ad tech, media, SaaS, or complex B2B platforms

• Demonstrated success designing and scaling revenue operating models

• Track record of building operating frameworks that function effectively without ongoing personal intervention

• Prior experience partnering closely with RevOps/SalesOps teams strongly preferred

• Consulting or internal transformation background is a plus

Skills & Capabilities

• Ability to lead senior sales leaders through complex change, challenge legacy practices, and drive alignment

• Strong analytical and systems-thinking mindset

• Deep understanding of sales behaviour, incentives, and operating models

• Ability to simplify complexity into clear rules and frameworks

• Credible communicator with senior sales, finance, and product leaders

• Comfortable operating in matrixed environments with clear accountability

• Low ego, high conviction — brings clarity to ambiguity and structure to complexity

What We Offer

At GumGum, competitive base pay is a part of a total rewards package which also includes benefits, an emphasis on recognition, development, and wellness. The reasonable estimated base pay range for this role is from 242,000 - 273,500 annually. The actual amount may be higher or lower. Individual compensation will vary based on factors including, but not limited to, relevant qualifications, work location, and labor market conditions.

The total rewards package offered also includes an employer-matched 401(k) retirement plan, and depending on the role, participation in a bonus, commission, or stock incentive program. Your recruiter can share more specifics during the hiring process. Learn more about our U.S. benefits & perks package at gumgum.com/benefits.

Awards

• Shortlisted for Marketing Technology Company of the Year for the 2023 Mumbrella Awards

• 2024 Winner of 7 BuiltIn Awards on a national, regional, and remote scale - including Remote Best Places to Work at #25 and Best Midsize Places to Work in Los Angeles, CA at #9

• Ad Exchanger Programmatic Power Player 2022 and 2021

• CTO Hero Award of OTT.X 2023

• Digiday Media Awards Europe finalist 2022 and 2021

• Finalist for the 2023 AdExchanger Awards Best Video Technology For Media Suppliers

• Gold Award at the IAB Mixx Awards in Belgium in the “Best Use of Advertising Technology” category

• The Drum Award Digital Advertising: Game-changing Technology for Domino's case study

GumGum is proud to be an equal opportunity employer. At GumGum, we believe in cultivating an environment where our team members can bring their authentic, whole selves to work. Encouraging identity and belonging is one of the many aspects of our culture that makes us stronger as an organization and drives innovation. We are committed to building and delivering a diverse, inclusive, and equitable workforce that is representative of the world around us, where all individuals are treated with respect and dignity - and to act swiftly if this value is ever threatened. We are constantly striving to be better, and we continue to take strategic steps to advance representation.

Learn more about our DEIB programming at gumgum.com/deib

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