Revenue Strategy & Operations

ABOUT BASETEN

Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F , led by Altimeter Capital, Conviction Partners, and Spark Capital. Join us and help build the platform engineers turn to ship AI products.

THE ROLE

Baseten is building the infrastructure layer for AI — and we're now building the team that will scale how we take it to market. This is a foundational hire on our GTM Strategy & Revenue Operations team, sitting at the intersection of strategic planning and field execution.

You'll work directly with the CRO, Head of Revenue Operations and partner closely with Finance, field leadership, and our Central Ops team. On any given week, you might be refining our pipeline generation model, building a territory coverage analysis, designing a new GTM motion, or partnering with a regional leader to understand what's driving a trend in their pipeline. This role requires someone who can think rigorously, build things from scratch, and operate with speed and judgment in an environment where the playbook is still being written.

This is a rare opportunity to be an early GTM strategy and operations hire at one of the fastest-growing companies in AI infrastructure — and to help define how we scale.

RESPONSIBILITIES

GTM Planning, Target Setting & Market Intelligence

Lead the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting

Design the coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning

Build the quota framework, translating top-down targets into field-level plans that are credible and motivating

Define Baseten's segmentation logic: how we carve the market by industry, company profile, consumption potential, and AI maturity

Set the point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities

Direct ICP and TAM database strategy with Central Ops to ensure segmentation is grounded in clean, enriched data

Translate data into a clear business narrative for leadership and the field; democratize insights so the revenue org can self-serve

Pipeline Generation & Forecast

Architect the pipeline generation model: coverage ratios, qualified pipeline definitions, and input assumptions

Run the PG cadence: track actuals vs. model, surface gaps early, and drive course-correction with field leadership

Author the business narrative in the weekly forecast process, connecting leading indicators to revenue outcomes

Build out the analytics layer that powers GTM decision-making, from pipeline dashboards to cohort analyses to efficiency metrics

Field Execution & Plan Refinement

Partner with field leadership to diagnose gaps in the business and drive the structured plans to address them, covering real-time action as well as the insights that guide QBRs, pipeline reviews, etc.

Set the standard for how we analyze regional pipeline health, win/loss trends, and rep productivity, and determine how those insights feed back into the GTM plan

Lead execution optimization projects: improving the sales process, post-sale journey, and conversion at key funnel stages