---
title: 'GTM Strategy & Operations, EMEA Lead at Factory'
canonical: 'https://feeny.ai/job/gtm-strategy-operations-emea-lead-factory-london-04qhmyzkeyzb'
type: 'job'
last_seen: '2026-10-13'
---

# GTM Strategy & Operations, EMEA Lead at Factory

- **Company:** Factory
- **Location:** London, United Kingdom
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-10-07
- **Last confirmed live:** 2026-10-13
- **Apply:** https://jobs.ashbyhq.com/factory/1a620ba5-4a68-4ecd-9f64-7ac4d70b8b64

## Job description

## About Factory

Our mission is to create a world where software builds and improves itself.

We build the platform for self-improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile run Factory to ship code, review PRs, run tests, and deploy continuously - getting smarter with every cycle.

In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world-class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).

## About the Role

As a GTM Strategy & Operations Lead, you will be a founding member of our GTM Strategy & Operations team, embedded as the strategic partner to the sales leaders running our EMEA sales organization. You will own segment performance alongside those leaders: the strategy behind the number, the operating cadence and tactics that drive it, and the analysis that explains what is working and what is not. From forecasting and pipeline management to territory design, capacity planning, quota and incentive structures, and go-to-market strategy, you will touch nearly every lever that makes a sales organization perform. This is a high-visibility seat at the center of the business. The role is a direct path to a deep understanding of commercial strategy and operational excellence in a high-growth environment.

## What you will do and achieve

- Partner directly with EMEA leadership to define segment strategy, growth priorities, and execution plans.
- Translate company-level goals into segment targets, operating plans, and measurable KPIs.
- Own the forecast for your segments: run the cadence, pressure-test the calls, and give leadership a defensible view of where the quarter lands.
- Lead high-impact analyses that inform critical decisions across pipeline health, conversion, capacity planning, segmentation, incentive design, and headcount investment.
- Build the financial and operating models used to evaluate trade-offs and quantify the impact of GTM decisions.
- Own territory and account coverage design, quota setting, and the mechanics that make both defensible to reps and leadership.
- Design and run the core business cadences that create accountability: weekly pipeline reviews, forecast calls, and QBRs.
- Build the dashboards and reporting infrastructure that give leadership visibility into performance, productivity, and pipeline generation.
- Establish the metrics that distinguish top performers, diagnose the root causes of underperformance, and scale what works across the team.
- Improve Salesforce and the surrounding GTM stack so data integrity, workflow efficiency, and reporting keep pace with the business.
- Project-manage cross-functional initiatives spanning Sales, Marketing, Partnerships, Engineering & Product, Finance, Recruiting, and Operations.
- Find novel ways to use Factory droids to automate the reporting, analysis, and deal support work that would otherwise consume the team.
- Roll up your sleeves on immediate problems while building the long-term infrastructure, and present clear, structured recommendations to senior leadership.

## Qualifications

- 4+ years of professional experience, ideally in consulting, investment banking, private equity, corporate strategy, or a high-growth startup.
- Strong analytical skills: You go deep on data and structure analyses quickly to answer the business question at hand. You know the data underneath your work, including where it comes from, how it's built, and where it falls short. You can defend your numbers and have a point of view.
- Ownership: You take initiative, drive problems to the finish, bring in the right people at the right time, and hold yourself accountable for the outcome.
- Bias for action: You deliver high-quality work on tight timelines and in high-stakes moments.
- Judgment and a nose for value: You can tell which problems will move the business most, focus there, and deprioritize the rest. You know when 80% is good enough and when it isn't.
- Comfort with ambiguity and change: You turn messy, undefined problems into a clear plan. We move fast, and direction can change. You see that as part of the job, not a disruption, and you adjust without losing momentum.
- Process and operational thinking: You solve a problem once, then document and systematize it so it stays solved. You know where to standardize and where to keep flexibility for a specific deal, rep, or segment.
- Communication and stakeholder management: You're credible with sales leaders, engineers, and executives, and you earn senior stakeholders' confidence with clear, well-structured recommendations. Strong written and verbal communication is a must.
- AI fluency: You have a practical instinct for using AI to increase your leverage. You also know its limits and hold its output to the same standard as your own work.
- Advanced Excel or Sheets is a must. Experience with Salesforce, SQL, and BI tools is a plus.
- Experience in Sales, Sales Strategy, Business Operations, or Revenue Operations is a plus.

Location: This is an in-office role based in our London office.

## About Factory

## Company Overview
- **One-liner**: Factory is an AI research lab building autonomous software development agents ("Droids") to automate and optimize the entire software development lifecycle.
- **Entity Type**: Private (Series C)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2023
- **Founders**: Matan Grinberg (CEO & Co-Founder), Eno Reyes (CTO & Co-Founder)

## Core Business
- Primary industry/industries: Artificial Intelligence, Software Development, Autonomous Agents
- Target customers: Enterprise engineering organizations (B2B)
- Mission or purpose statement: "Bring Autonomy to Software Engineering"

## Products & Services
- **[Droid]**: An autonomous software development agent that performs real engineering work across IDEs, CLI, and CI/CD environments. Handles refactors, migrations, debugging, incident response, and feature development in large codebases. Operates through a model-agnostic architecture and supports long-running processes, structured planning, and verified outputs such as PRs and deployments.
- **[Factory Router]**: A product that automatically selects the right AI model for each coding task, cutting costs 20-25% while maintaining frontier model performance.

## Market Standing
- **Valuation**: $1.5 billion (as of early 2026, per Series C announcement) [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Total Funding**: $220M [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Latest Funding Round**: $150M Series C (raised ~2 months ago as of July 2026) [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Notable Investors**: Sequoia Capital, Lux Capital, NEA, Abstract, MANTIS Venture Capital, 20VC [cbinsights.com](https://www.cbinsights.com/company/factory-2). Board members include AI veteran Lila Tretikov (NEA Partner) [cbinsights.com](https://www.cbinsights.com/company/factory-2).
- **Notable Customers**: NVIDIA, Morgan Stanley, EY, Palo Alto Networks, RBC, Revolut, Adobe, MongoDB [cbinsights.com](https://www.cbinsights.com/company/factory-2)
- **Notable Advisors**: Ali Ghodsi (CEO & Co-founder, Databricks), Aaron Levie (CEO, Box), Dev Ittycheria (CEO, MongoDB), Nikesh Arora (CEO, Palo Alto Networks), Frank Slootman (Former CEO, Snowflake), Michael Ovitz (Co-founder, CAA) [factory.ai](https://factory.ai/company)
- **Growth Signals**: Rapid enterprise adoption moving beyond experimentation; appointed Marcello Gallo as CRO (formerly CRO at Sigma and Moveworks, senior sales leadership at MongoDB) [cbinsights.com](https://www.cbinsights.com/company/factory-2); appointed Madison Faulkner as Head of Strategy [cbinsights.com](https://www.cbinsights.com/company/factory-2); Headcount growing rapidly (+4% monthly on LinkedIn) [linkedin.com](https://www.linkedin.com/company/factory-hq)

## Competitive Advantages
- **Model-Agnostic Architecture**: Factory's Droids are not tied to a single AI model, allowing them to use the best model for each task and switch as the landscape evolves. The Factory Router product further optimizes cost and performance by intelligently routing tasks.
- **Deep Integration**: Agents work natively within existing developer tools (IDEs, CLI, CI/CD), meaning teams don't need to change their workflows to adopt Factory.
- **Enterprise-First Focus**: The company is building for large-scale engineering operations with production-grade reliability, security, and control, as evidenced by their customer list (NVIDIA, Morgan Stanley, etc.).
- **Top-Tier Talent & Advisory**: The team hails from companies like Nuro, Glean, Applied Intuition, Scale AI, MongoDB, and Sourcegraph, and is advised by some of the most prominent leaders in enterprise software.
- **Strong Backing**: Backed by top-tier venture capital firms (Sequoia, Lux, NEA) with a $1.5B valuation, providing significant resources and credibility.

## Strategic Focus
- **Enterprise Hyper-Growth**: Scaling go-to-market with the appointment of a seasoned CRO to drive adoption among large enterprises.
- **Agent-Native Development**: Championing the shift from AI-assisted coding to fully autonomous agents that own and execute complex engineering tasks.
- **Cost Optimization**: Products like Factory Router demonstrate a focus on making AI-powered development cost-effective at scale.
- **Platform Ownership**: Enabling enterprises to own their "software factory" with a flexible, model-agnostic platform.

## Why Work Here
- **Mission-Driven**: The opportunity to "Build the tool you've always dreamed of using" and shape the next era of software engineering [factory.ai](https://factory.ai/).
- **Talent Density**: The company emphasizes being a "lean and talent-dense team" that values ownership and autonomy [factory.ai](https://factory.ai/).
- **On-Site Culture**: Employees work from physical offices five days a week, fostering deep collaboration. Offices are in San Francisco, CA; New York, NY; and London, England [builtin.com](https://builtin.com/company/factory-factoryai).
- **Comprehensive Benefits**: Fully covered medical, dental, and vision insurance for employees; 401(k) and Flexible Savings Account; daily catered lunches and dinners; on-site gym; desk setup stipend [factory.ai](https://factory.ai/).
- **World-Class Team**: Opportunity to learn from and work alongside engineers from top AI and software companies (Nuro, Glean, Scale AI, MongoDB, etc.) and industry legends on the advisory board [factory.ai](https://factory.ai/company).
- **High-Growth Environment**: The company is in a hyper-growth phase with significant funding, a rapidly growing customer base, and a clear market need.

## Sources
1. [factory.ai](https://factory.ai/)
2. [factory.ai/company](https://factory.ai/company)
3. [builtin.com](https://builtin.com/company/factory-factoryai)
4. [cbinsights.com](https://www.cbinsights.com/company/factory-2)
5. [linkedin.com](https://www.linkedin.com/company/factory-hq)

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