Polaris Ops is looking for a Lead GTM Consultant who can assess, design, and improve the way B2B revenue teams operate across strategy, process, systems, data, and execution.
This role is ideal for someone who can move between executive advisory, operational diagnosis, technical discovery, and hands on delivery leadership. The right person will be able to run audits, uncover root causes, define the future state, build practical roadmaps, and guide clients through implementation.
This is not a theory only consulting role. The Lead GTM Consultant must understand how revenue teams actually work across sales, marketing, customer success, partnerships, operations, and finance. They should be confident diagnosing messy GTM systems, fragmented processes, unclear ownership, weak reporting, poor lifecycle design, and operational friction across the revenue engine.
The ideal candidate will combine strong consulting presence, RevOps and GTM strategy experience, technical systems knowledge, project delivery discipline, and clear communication.
Key Responsibilities
- Lead GTM, RevOps, CRM, and revenue systems audits across people, process, technology, data, and governance
- Assess current state operating models across sales, marketing, customer success, partnerships, operations, and finance
- Run stakeholder interviews, discovery workshops, process reviews, systems walkthroughs, and data analysis sessions
- Identify root cause issues across pipeline management, lifecycle stages, handoffs, reporting, attribution, forecasting, routing, ownership, and system adoption
- Translate findings into clear recommendations, future state designs, prioritised roadmaps, and executive ready presentations
- Develop GTM strategies that improve revenue visibility, operational efficiency, sales execution, customer experience, and leadership decision making
- Advise clients on CRM architecture, RevTech stack design, operating model design, data governance, reporting frameworks, and enablement needs
- Partner with architects, developers, GTM engineers, admins, and client teams to move from strategy into delivery
- Lead delivery workstreams across requirements, solution design, implementation planning, testing, rollout, adoption, and optimisation
- Create clear documentation including audit reports, strategy decks, process maps, solution briefs, roadmaps, decision logs, project plans, and enablement materials
- Manage client communication across meetings, Slack, Google Workspace, project trackers, status updates, risks, actions, and decision points
- Challenge weak assumptions, unclear requirements, and process complexity in a constructive and commercially useful way
- Help Polaris Ops build reusable audit frameworks, GTM playbooks, delivery templates, and consulting methodologies
Required Experience
- Strong experience in GTM strategy, RevOps consulting, revenue operations, sales operations, marketing operations, customer success operations, or related roles
- Proven ability to run audits, diagnostics, discovery, and current state assessments
- Experience creating practical recommendations, future state operating models, roadmaps, and delivery plans
- Strong understanding of B2B SaaS revenue motions, sales process, marketing funnel, customer lifecycle, pipeline management, forecasting, attribution, and reporting
- Working knowledge of CRM and RevTech platforms such as Salesforce, HubSpot, Gong, Outreach, Salesloft, LeanData, Chili Piper, ZoomInfo, Clari, Tableau, Looker, or similar tools
- Ability to understand technical system constraints without needing to personally build every solution
- Experience working with senior stakeholders, including founders, CEOs, CROs, COOs, CFOs, VPs, RevOps leaders, and technical teams
- Strong project delivery experience across scope, milestones, dependencies, risks, decisions, communications, and stakeholder alignment
- Excellent written communication and ability to turn complex findings into simple, useful, executive ready outputs
- Ability to operate across both strategy and execution without losing quality in either
Valuable Additional Experience
- Salesforce, HubSpot, or RevOps certifications
- Experience with CRM implementations, migrations, cleanups, process redesigns, reporting rebuilds, or GTM transformation projects
- Experience in consulting, agencies, SaaS, startups, PE backed companies, or high growth revenue teams
- Experience with partner operations, marketplace motions, customer success operations, quote to cash, territory design, compensation alignment, or attribution design
- Experience with AI enabled GTM workflows, automation tools, enrichment platforms, and modern GTM engineering practices
- Experience building consulting IP, templates, frameworks, scorecards, maturity models, or diagnostic tools
- Experience facilitating executive workshops and cross functional alignment sessions
Soft Skills and Working Style
- Strong consulting presence and client confidence
- Clear, structured, and commercially aware communicator
- Comfortable leading difficult conversations and challenging assumptions
- Able to simplify messy problems without oversimplifying the reality
- Strong project management discipline
- Able to build trust with executives and credibility with technical teams
- Practical, outcome focused, and delivery minded
- Comfortable moving between strategic thinking and operational detail
- Strong ownership mindset and low ego collaboration style
- Able to produce polished client facing work without needing heavy oversight
Success In This Role Looks Like
- Clients understand what is broken, why it matters, and what should happen next
- Audits produce clear, useful, commercially relevant recommendations
- Strategy work turns into practical delivery rather than static slideware
- Technical teams receive clear requirements and business context
- Executives get better visibility into revenue performance, risk, and operational priorities
- GTM teams work with cleaner processes, better systems, stronger data, and clearer ownership
- Polaris Ops strengthens its reputation as a practical, senior, and delivery focused GTM operations partner