ABOUT SHELF:

There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven’t deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production.
We’ve helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI.
Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers.
Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI and other big tech players who are bringing GenAI to the enterprise.
Our mission is to empower humanity with better answers everywhere.

JOB OVERVIEW:

The VP, Go-to-Market will be responsible for owning the execution of the GTM strategy across direct sales, partner sales, and marketing. Their job will be to keep all the teams aligned, integrated, and working on a predictable cadence. They’re responsible for holding each functional leader accountable to organizational goals on a quarterly, monthly, and weekly basis.
The VP, Go-to-Market will run weekly meetings, critical GTM projects, and will be responsible for the GTM team’s performance. We’re looking for an experienced manager with at least 10 years of GTM experience in B2B SaaS who is organized, disciplined, a good communicator, is driven to win, holds themselves to very high standards, and is extremely self-motivated. Military leadership experience is a plus.
This role is highly execution-focused – you are expected to “roll up your sleeves” and turn strategy into action daily. If you are organized, driven to win, hold yourself and others to high standards, and can build a culture of accountability, we want to hear from you.
The goal is to optimize and amplify a best-in-class, impactful, and innovative GTM motion that takes Shelf from Series C to Series D and beyond. If you are a highly motivated, ambitious individual with a proven track record of success and a passion for enabling teams to perform at the highest level, we invite you to apply for this exciting opportunity.

QUALIFICATIONS & SKILLS

• Experience: 10+ years of progressive experience in GTM, Sales, Marketing or Revenue Operations roles within high-growth B2B SaaS companies.At least 3-5 years in a management capacity (managing teams or large projects), with a track record of scaling GTM operations in a $20M
• $100M+ ARR environment. (Military leadership experience is a strong plus.)
• Builder of Systems & Rituals: Strong track record of creating structured management systems (e.g. OKRs, performance dashboards, weekly cadences, issue escalation workflows) that align teams and drive sustained performance.
• Leads by Example: You show up prepared, follow through on commitments, and set a high bar for operational excellence. Your discipline and personal drive model the behavior you expect from others.
• Operational Excellence: Exceptional organizational skills and attention to detail – you bring rigor and discipline to planning and execution. You have demonstrated the ability to create structure and process where it may not exist, and to establish repeatable operating rhythms that drive focus and accountability. You pride yourself on running a tight, predictable ship in an otherwise fast-paced environment.
• Strategic & Tactical Balance: Comfortable operating at both the strategic and tactical level. You can zoom out to craft long-term GTM strategy and frameworks, but also dive into the trenches to solve immediate problems and get things done. In other words, you can design the playbook and run the plays – whatever the situation calls for.
• Management & Communication: Excellent communication and interpersonal skills, high emotional intelligence and a servant-leader mindset that focuses on making your team better. Tough but Fair: Not afraid to hold people accountable, even when it’s uncomfortable.
• Self-Motivation & Drive: Self-motivated and outcome-driven, with a competitive drive to win and continuously improve. You set high standards for yourself and others, and take initiative to solve problems without waiting for direction. The ideal candidate thrives in a dynamic, sometimes ambiguous startup environment and maintains a sense of urgency in pursuing goals.
• Industry & Domain Knowledge: Deep understanding of SaaS business models and B2B sales motions (e.g. familiarity with both mid-market and enterprise sales cycles). Experience working with or managing partner sales channels and marketing programs is highly valuable. You stay up-to-date on modern Revenue Operations best practices and maybe even have exposure to emerging tools (AI in sales, automation, etc.).

SUCCESS METRICS

To be successful in this role, you should aim to achieve the following within the first 12 months:

• 100%+ increase in net new ARR
• 100%+ increase in weighted pipeline
• 100%+ increase in leads, MQL’s and ToFu metrics
• We’re already growing at 100% YoY so we’re looking for someone to maintain this growth rate at scale.

KEY RESPONSIBILITIES:

Align Cross-Functional GTM Execution: Break down silos and ensure Sales, Marketing, and Partner teams operate in lockstep under a unified GTM plan. Establish a structured operating cadence – e.g. weekly team huddles, monthly performance reviews, quarterly business reviews – to keep everyone on the same page regarding goals, deadlines, and deliverables. Facilitate these regular check-ins to maintain focus, surface issues early, and adjust tactics as needed for success.

• Establish and Enforce GTM Management Systems: Design and maintain the operating system for GTM leadership – including structured meeting cadences, standardized reporting templates, goal-tracking tools, and post-mortem processes to create institutional learning.
• Lead Weekly GTM Meetings: Own the agenda, facilitation, and follow-through for cross-functional GTM meetings. Ensure that updates are concise, blockers are surfaced, KPIs are reviewed, and owners are held accountable to commitments. Drive resolution of conflicts or ambiguity across teams.
• Create a Culture of High Accountability: Define clear expectations and KPIs for Sales Ops, Marketing Ops, Partner Ops (if applicable), and hold GTM leaders and their teams accountable for delivering results. When performance is lacking, intervene quickly with diagnostics, coaching plans, or structural changes.
• Optimize GTM Processes: Continuously refine and standardize core go-to-market processes to improve efficiency and scalability. This spans lead management, handoff between marketing and sales, opportunity pipeline reviews, deal desk approvals, and quarterly territory/quota planning. Identify bottlenecks or friction points in the sales cycle and collaborate with teams to implement solutions.
• Lead Cross-Functional GTM Initiatives: Drive special projects and initiatives that involve multiple GTM functions. You will be the point person for orchestrating these projects and making sure they stay on schedule and deliver results.

• Sales Enablement & Team Development: Oversee GTM enablement efforts to make sure teams are fully trained, equipped, and informed to execute effectively. Manage the onboarding process for new sales and marketing hires, and drive ongoing training programs to continuously upskill team members.

• • Strategic Planning Support: Partner closely with the CRO and department heads in annual and quarterly planning cycles. Translate high-level go-to-market strategy into detailed operational plans, quota and capacity models, and project roadmaps for each team.

To be successful in this role, you should aim to achieve the following within the first 12 months:

• 100%+ increase in net new ARR
• 100%+ increase in weighted pipeline
• 100%+ increase in leads, MQL’s and ToFu metrics
• We’re already growing at 100% YoY so we’re looking for someone to maintain this growth rate at scale