---
title: 'Director, GTM Strategy & Operations at At-Bay'
canonical: 'https://feeny.ai/job/director-gtm-strategy-operations-at-bay-new-york-402168ak0y08'
type: 'job'
last_seen: '2026-10-15'
---

# Director, GTM Strategy & Operations at At-Bay

- **Company:** At-Bay
- **Location:** New York, NY / United States / San Francisco, CA
- **Work type:** remote
- **Posted:** 2026-09-17
- **Last confirmed live:** 2026-10-15
- **Apply:** https://job-boards.greenhouse.io/atbayjobs/jobs/7998508003

## Job description

## About the Company

At-Bay is a fast-growth InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity. In this role, you'll help expand our reach and influence in the business and security community, of which we serve 35,000 customers.

## About the Role

We are looking for a Director of GTM Strategy & Operations to help define how At-Bay Security grows and build the operating model to make it happen.

This person will be a key member of At-Bay Security leadership team, leading GTM strategy, operations, and revenue operations. Historically, this function has played a central role in designing and incubating the GTM motions that have allowed At-Bay Security to win in the market. We want that to continue as we enter our next stage of growth.

This role has a broad mandate: determine where and how we grow, design and test new GTM motions, build the planning and operating infrastructure required to scale, and rethink how AI can make our GTM organization more effective.

We are looking for someone who can move fluidly between strategy and execution. You should be comfortable developing the executive-level strategy, getting into the underlying data and economics, and then working cross-functionally to turn an idea into reality. The job is not just to recommend a strategy. It is to help build it, test it, and prove that it works.

## What You’ll Own

GTM Strategy

- Define where and how At-Bay Security grows, translating company strategy into clear GTM priorities and executable plans
- Develop market segmentation, customer targeting, distribution, channel, and coverage strategies
- Identify and evaluate new customer segments, channels, partnerships, and other growth opportunities
- Build business cases, financial models, and analytical frameworks that inform major GTM decisions
- Design new GTM motions across Sales, Marketing, Partnerships, Distribution, and expansion
- Take new GTM motions from hypothesis through testing, validation, and operationalization
- Define the economics, operating model, milestones, and success metrics for new initiatives
- Build closed-loop measurement to understand what is working, what is not, and where we should invest further
- Determine when an initiative is ready to scale, needs to change, or should be stopped
- Lead high-impact strategic initiatives across Sales, Marketing, Product, Security, Finance, and other teams

Planning, Forecasting & Performance

- Build the operating discipline and business visibility required to scale
- Lead annual and quarterly GTM planning, translating growth objectives into capacity, pipeline, bookings, and revenue plans
- Own and continuously improve capacity, productivity, pipeline, bookings, and revenue models
- Build forecasting processes that give leadership a clear view of performance, risks, opportunities, and revenue predictability
- Define the leading and lagging KPIs used to measure GTM performance and build the dashboards and reporting needed to run the business
- Own key GTM operating cadences, including forecasting, pipeline reviews, business reviews, and quarterly planning
- Identify the underlying drivers of performance and partner with functional leaders to address gaps and improve execution
- Present to senior leadership on GTM performance, strategic priorities, and analytical deep dives

GTM Operations

- Translate GTM strategy into a scalable operating model across the customer lifecycle
- Design and evolve territories, account segmentation, sales coverage, quotas, capacity models, and incentive structures
- Partner closely with Sales, Marketing, Finance, and other leaders to ensure GTM resources are deployed against the highest-impact opportunities
- Improve processes across prospecting, pipeline generation, sales execution, expansion, and retention
- Build the operational infrastructure required to launch, test, and scale new GTM motions
- Identify bottlenecks across the GTM organization and lead cross-functional initiatives to solve them
- Establish clear ownership, processes, and success metrics for major GTM initiatives
- Add rigor where it improves performance without adding unnecessary process or complexity

Revenue Operations & AI for GTM

- Own the GTM infrastructure and define how At-Bay Security uses technology and AI to operate more effectively
- Drive the strategy and effective use of the broader GTM technology stack, including CRM governance, data quality, reporting, and tooling
- Build scalable Revenue Operations processes and infrastructure that improve visibility, execution, and decision-making
- Own the roadmap for how AI is used across Sales, Marketing, and Revenue Operations
- Identify, prioritize, and implement high-value AI use cases across prospecting, research, outreach, pipeline management, enablement, forecasting, and analytics
- Partner with GTM leaders to redesign workflows and operating processes around new AI capabilities
- Measure the impact of AI and automation initiatives and prioritize investments based on measurable business outcomes
- Look beyond automating existing work to identify entirely new GTM approaches made possible by AI

## What We’re Looking For

- 7–12+ years of experience across GTM strategy, business operations, Revenue Operations, strategy consulting, or related roles
- Experience operating in a high-growth B2B technology company, ideally SaaS, cybersecurity, or another complex GTM environment
- A strong understanding of B2B GTM models, including segmentation, pipeline generation, sales capacity, productivity, forecasting, coverage, and unit economics
- Strong analytical and financial modeling skills, with the ability to turn complex data into clear business decisions
- Experience designing, testing, and scaling new GTM motions or growth initiatives
- Experience leading annual planning, forecasting, territory design, quota setting, capacity planning, and other core GTM operating processes
- Strong working knowledge of AI and a point of view on how it will change the way modern GTM organizations operate
- Strong cross-functional leadership skills and the ability to influence across Sales, Marketing, Product, Finance, Security, and executive leadership
- The ability to move comfortably between executive-level strategy and the underlying operational details required to make it work
- Good judgment, intellectual curiosity, and a bias toward simple, practical solutions that drive measurable results

## About At-Bay

## Company Overview
- **One-liner**: At-Bay is an InsurSec company that combines cyber insurance and security services to protect businesses from digital risk.
- **Entity Type**: Private (Series D, total funding of $295.7M as reported on company site)
- **Headquarters**: Mountain View, California, USA (with additional offices in Tel Aviv, Israel; New York, Atlanta, Chicago)
- **Founded**: 2016
- **Founders**: Roman Itskovich (Co-founder & CEO), Rotem Iram (Co-founder & Chief Risk Officer), Ayelet Kutner (CTO)

## Core Business
- **Primary industry**: Cyber insurance and cybersecurity (InsurSec)
- **Target customers**: Small to mid-market businesses, with products also serving larger enterprises across 100+ industries. B2B.
- **Mission / purpose**: “We make your digital world safer by addressing risk differently.” The company aims to empower every business to understand and manage digital risk, preventing attacks before they happen.

## Products & Services
- **At-Bay Insurance**: Full-stack cyber insurance policies including Cyber, Tech E&O, and Miscellaneous Professional Liability (MPL). Policies are actively managed with ongoing risk monitoring and education.
- **At-Bay Stance (MDR)**: Enterprise-grade Managed Detection and Response platform that provides 24/7 threat monitoring, rapid response (mean time to remediate threats: 15 minutes), vulnerability scanning, dark web monitoring, AI-powered email fraud alerts, virtual CISO advisory, and employee security awareness training.
- **At-Bay Security Services**: Digital forensics and incident response (DFIR), post-cyber event hardening, and consulting services.

## Market Standing
- **Valuation / Market Cap**: Not publicly disclosed (private company)
- **Key Metric**: Total funding raised – $295.7M (as featured on company about page). Other metrics reported: $60B in risk under management, 1.5 million vulnerability scans performed, and over $800B in revenue safeguarded.
- **Notable Investors / Partners**: Not detailed in provided sources; known investors from prior funding rounds include M12, Qumra Capital, and LightSpeed Venture Partners (not verified in this search).
- **Growth Signals**: 340+ employees (At-Bayers), 40,000+ policyholders, 93 Net Promoter Score (NPS) for the broker platform, 6 offices globally (US and Israel), 120% employee growth over two years.

## Competitive Advantages
- **InsurSec model**: A unique, integrated approach where security services and insurance are bundled, allowing proactive risk reduction and real-time underwriting adjustments based on security posture.
- **Data-driven insights**: Security telemetry and claims data from 40,000+ insureds feed into the platform, improving threat detection and underwriting accuracy.
- **High customer satisfaction**: 93 NPS indicates strong broker and policyholder loyalty.

## Strategic Focus
- **Current priorities**: Scaling the InsurSec platform to the middle market, expanding MDR adoption, and deepening integration between insurance products and security tools to reduce cyber incidents.
- **Direction for growth**: Continuing to hire across underwriting, actuarial, security operations, and product teams; investing in technology to automate risk assessment and incident response.

## Why Work Here
- **Culture**: Emphasizes “Good people,” “Better Together,” “Drive for impact,” and “Act with Integrity.” Team values include curiosity, ownership, humility, and celebration of diversity.
- **Work policy**: Remote-first hybrid model; offices in Mountain View, Tel Aviv, New York, Atlanta, Chicago. Flexible remote options available for many roles.
- **Notable perks**: 20 days paid vacation + 2 floating holidays, quarterly wellness days, paid parental leave, 401k with employer match, medical/private health insurance, fitness benefits, in-office lunches/meal budget, new hire stipend, company retreats, monthly happy hours and team outings. Over 50% of employees are under-represented minorities; 50+ office dogs and 4,750 birthday cupcakes sent last year.
- **Engineering culture**: Strong focus on data, research, and iterative product development; collaborative cross-functional teams.

## Sources
1. [at-bay.com](https://www.at-bay.com/)
2. [at-bay.com/about](https://www.at-bay.com/about/)
3. [at-bay.com/about/careers](https://www.at-bay.com/about/careers/)
4. [Greenhouse job board](http://job-boards.greenhouse.io/atbayjobs)
5. [LinkedIn](https://www.linkedin.com/company/at-bay)

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