VP of GTM Ops

About Shelf

We're building AI that is changing the world. The workforce of the future is going to be multi-dimensional, multi-faceted, conductors of both people and artificial intelligence. We're looking for someone who can do that.

Shelf is the OS for agentic AI: a platform that models your policies, workflows, and operational logic into an AI Data Model so that AI agents don’t just respond, they reason. The result? AI that understands how your business actually runs and delivers precise, compliant, auditable outcomes at scale.

Brands like Amazon, Nespresso, HelloFresh, and KeyBank use Shelf to power their AI agents that automate workflows, improve efficiency, and turn long processes into automated work. We're partnered with Microsoft, Salesforce, OpenAI, Snowflake, and Databricks — and recognized by Gartner (Cool Vendor) and IDC (Innovator) for our approach.

About the Role

This is an executive-level "builder" role. We are looking for a true "Swiss Army knife" leader—ideally a former founder or high-caliper operator—to serve as the strategic backbone of our revenue engine. You will function as a "COO of Revenue," partnering directly with the CEO, CRO, and CMO to turn complex business challenges into automated, scalable, and high-growth operational models.

You are not a "caretaker" of existing systems; you are a visionary operator who thrives in the chaos of hyper-growth. You possess the "stem cell" adaptability of a founder—able to pivot instantly from high-level boardroom strategy to deep-dive technical optimization. You will be the glue between Sales, Marketing, Customer Success, and Product, defining the "what, how, and why" of our GTM execution.

What You'll Own

1. Strategic Orchestration Executive Partnership

The "COO" Function: Serve as a force multiplier for the executive team. Own the GTM operating model, annual planning, and the intersection of finance, product, and revenue.

SWAT Team Leadership: Lead high-stakes, cross-functional initiatives that defy traditional departmental lines.

Board-Level Vision: Translate broad company strategy into a crystal-clear operational roadmap that scales our revenue engine.

GTM RevOps Strategy

Systems Infrastructure: Own the entirety of our GTM technology stack. Architect systems to be the engine of our growth, not just repositories of data.

Data-Driven Decisioning: Build the "Source of Truth" for the company. Design executive dashboards that provide predictive—not just reactive—insights into pipeline, cohort health, and market performance.

Process Engineering: Replace manual work with AI-powered automation. You will be expected to "dogfood" our own product, embedding agentic AI into the fabric of our daily workflows.

3. Organizational Leadership

High-Caliber Culture: Build and lead a high-performance team that embodies the same level of grit and "builder" mindset as our engineering organization.

Cross-Functional Alignment: Break down silos between Sales, Marketing, and Customer Success, ensuring that every function is pulling in the same direction toward a shared operational north star.

What We’re Looking For

Experience

The Founder/Operator DNA: 15+ years of experience with a proven track record in high-growth environments. Whether as a former founder or a seasoned COO/VP of Ops, you understand what it takes to build a company from the ground up.

Strategic Tactical Fluency: You can map out a multi-year GTM strategy in the morning and optimize a marketing attribution model in the afternoon.

Proven Leadership: Experience scaling teams, managing high-performing operators, and influencing executive leadership.

Skills Mindset

The "Swiss Army Knife" Skillset: Deep technical expertise (Salesforce, complex data modeling, AI implementation) coupled with high-level executive communication and leadership.

Bias for Action: You are not a "process for the sake of process" leader. You are an owner. You identify bottlenecks, remove them, and ensure we maintain velocity.

AI-First Mentality: You naturally look for ways to leverage LLMs and agentic workflows to improve productivity, reduce headcount-heavy tasks, and streamline operations.

Why This Role Matters

At Shelf, growth is a company-wide responsibility. You will help build the systems, processes, and insights that drive pipeline, improve efficiency, and accelerate revenue growth. The work you do will directly impact how we scale the company, serve customers, and establish Shelf as the category leader in agentic AI. This role offers a unique opportunity to work at the intersection of Marketing, Sales, Customer Success, Revenue Operations, Analytics, and AI while helping shape the future of one of the most important technology shifts of our generation.

Our Values:

Quality:

We hold an uncompromising standard for craftsmanship. Everything you produce should be exceptional and thoughtfully executed.

Momentum:

Progress matters. We expect continuous forward movement and proactive ownership of outco…