GTM Operations Lead

We’re Heidi. We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. In just 18 months, our clinical AI products have absorbed the administrative chaos of 73 million patient visits. Today, we support over 2.5 million patient sessions a week across 190+ countries. Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world’s healthcare capacity and strengthen the human connection at its heart. We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again. If you don’t choose easy and you want to build something way bigger than yourself then, choose the challenge, choose Heidi. The role GTM Ops at Heidi runs on three layers: Platform & Governance, Commercial Process Ownership, and Data & Tooling Enablement. As a GTM Ops Lead, you'll own several capabilities end-to-end at a global and regional level, and you're a trusted execution partner to Sales, Customer Success, Finance, Analytics & GTM Engineers. You'll carry real ownership for global alignment - working cross-functionally with the team to ensure the function supports processes, data, and workflows as one system and not as isolated regions. The in-region element is how that global responsibility gets executed day to day and to be a partner in-region to our APAC Sales & CS teams. What you’ll do Platform & Governance Own the data model & schema governance - define what objects like Contacts, Companies, Deals, or Contract are allowed to look like, and working closely with Sales, CS and Marketing to maintain consistency in the standardised properties and relationships Commercial Process Ownership Own lead lifecycle & workflows - the ingestion, qualification, and handoff workflow that determines when a lead is Sales-ready Own lead routing, account & territory management - translate in-region territory strategy into routing rules and ownership models, and adjust them as the business changes Drive sales workflows, guardrails & approval processes - build and maintain discount thresholds and approval routings in step with Finance and Legal Own commission & incentive governance for your region - hold the record of comp plans, quotas, and attainment, and resolve disputes on calculation Own revenue & target operations for your region - work with the Sales & CS teams to translate Finance's targets into a working hierarchy by team and individual, and track attainment Own the systems side of the renewal workflow - the record, the triggers, the data - as the primary systems partner to CS Operations Run marketplace operations workflows so partner-sourced deals flow cleanly into CRM, forecasting, and reporting Data & Tooling Enablement Own data ingestion & integration - the capture points (forms, integrations, API feeds) and how they map into the governed data structure Own enrichment & data activation - keep standardised contact/company data (segment, specialty, team size, vertical) complete and usable across the stack Own tech stack & vendor management - the GTM tooling inventory, integrations, licenses, and cost centres What you'll need Deep fluency with GTM tooling (CRM, enrichment, sequencing, automation) and comfortable owning & executing configuration decisions Solid technical experience with Hubspot and data proficiency to uplift data hygiene and quality Confident, clear communicator who can hold their own with Sales, CS, Finance, and Marketing counterparts directly Commercially fluent - understands the "why" well enough to push back on a workflow request that doesn't hold up Comfortable mentoring or QA-checking junior analyst/associate work High agency in ambiguity and fast change How we show up Build for the next decade, not next quarter . Our targets are outrageous on purpose. The world's health doesn't have the luxury of incrementalism. Lead, don't wait . We treat tomorrow's problems today. Sometimes we build what's needed before it's wanted, and we're fine with that. Follow the evidence . Trust the patient. We pursue truth relentlessly. But when the subjective and objective disagree, we treat the patient, not the numbers. Ego is a comorbidity we can't afford. Own the outcome . Everyone here carries the company. Raise problems with solutions, solve them end-to-end, and never be a bystander. Ship, measure, go again . A button today, a workflow tomorrow. More iterations beat better planning. We're precise at pace, not reckless. Live in clinicians' reality . Not the ideal workflow, the twenty-patients-before-lunch actual one. We build for exhausted humans, and we'd better be decent ones while we do it. Why Heidi? You’ll join a team focused on real-world impact over imaginary valuations and glossy PR. We live and breathe the challenges of modern health systems, and are laser-focused on exacting the change we’d like to see. We’re medicos, engineers, builders, and designers who’ve felt the moral and practical toll of what non-care feels like. True A-players progress extremely fast here. The nature of the scale-up game is demanding, but we value sustainable performance and mental health. You're trusted to perform, and you set your schedule. We operate on outcomes > inputs, not process theatre. We all take the bins out, metaphorically and literally. Building what we’re building isn’t always easy. But we didn’t choose easy, we chose to build something that actually matters. We hold ourselves to a higher standard because healthcare demands it. If you join Heidi, you recognise that the deeper question isn’t whether AI can solve the global healthcare crisis, but whose hands will shape it. The work is hard, but you will trust and admire the people you work beside, and rest easy knowing you’re doing the defining work of your career. We take care of you. We offer a $1,000 annual learning and development budget, a $150/month health and wellness allowance, a $500 home office budget, 26 weeks paid primary parental leave and 18 weeks paid secondary parental leave, fertility support up to $10,000, four weeks of work from anywhere per year, and serious equity.