Revenue Strategy & Operations at Baseten (San Francisco, CA)Revenue Strategy & Operations

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 baseten.co/, led by Altimeter Capital, Conviction Partners, and Spark Capital. Join us and help build the platform engineers turn to ship AI products.

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.

• 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

• 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

• 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
• Close the loop between what's happening in the field and what needs to change in the plan. You're accountable for both sides of it

• Design and run structured experiments to test new GTM approaches: new segments, new channels, new acquisition or expansion motions
• Establish the measurement framework to evaluate what's working and the path to scaling what wins
• Drive the operationalization of successful experiments into repeatable playbooks with RevOps and Central Ops

• 8+ years in GTM strategy, revenue operations, sales strategy, or a related function, ideally at a high-growth B2B SaaS or infrastructure company
• Track record of owning a planning cycle end-to-end and presenting recommendations directly to executive stakeholders
• Experience with consumption-based or usage-based business models strongly preferred; you understand the difference between ARR and revenue, and how to think about drawdown, expansion, and net retention
• Background at a company that has scaled through a Series B-D inflection point; you've seen what good looks like and know what breaks as you grow
• Background in consulting and/or banking / finance a plus

• Exceptional analytical chops — you can build a coverage model, a cohort analysis, and a board-ready forecast narrative, and you know which one the moment calls for
• Strong business judgment — you don't just surface data, you tell people what it means and what to do about it
• Structured thinker and clear communicator — you can take a complex GTM problem, break it down, and present a crisp recommendation to a senior audience
• Hands-on builder — comfortable working in AI coding tools, spreadsheets, BI tools, SQL, and CRM systems; you don't wait for someone else to pull the data
• Collaborative operating style — you work across functions (Finance, field leadership, Central Ops, Enablement) and know how to get things done without formal authority
• AI Fluency- You actively use AI tools to drive your own productivity — in how you analyze data, structure problems, draft communications, and accelerate your work

Mindset

• Comfortable with ambiguity; you can define the problem before solving it
• Bias toward action — you'd rather ship something good and iterate than wait for perfect
• Curious about the AI infrastructure market; you want to understand what we sell, who buys it, and why

• Be a foundational member of the GTM team at one of the most important companies in the AI infrastructure space
• Work on problems that are genuinely hard and genuinely new — consumption-based GTM at AI scale doesn't have an existing playbook
• High ownership, high visibility, direct access to leadership
• Competitive compensation, equity, and benefits

• Competitive compensation, including meaningful equity
• 100% coverage of medical, dental, and vision insurance for employee and dependents
• Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!)
• Paid parental leave
• Fertility and family-building stipend through Carrot
• Company-facilitated 401(k)
• Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities.

Apply now to embark on a rewarding journey in shaping the future of AI! If you are a motivated individual with a passion for machine learning and a desire to be part of a collaborative and forward-thinking team, we would love to hear from you.

At Baseten, we are committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.

We are an Equal Opportunity Employer and will consider qualified applicants with criminal histories in a manner consistent with applicable law (by example, the requirements of the San Francisco Fair Chance Ordinance, where applicable).