GTM Business Operations Associate

Scale’s Global Public Sector (GPS) team is growing quickly as we work to build reliable AI systems for governments around the world. This is one of the most ambitious and high-impact problems of our time, and our go-to-market team sits at the front line of it - building relationships with government customers, shaping complex deals, and turning pipeline into deployed programs.

We’re looking for a GTM Business Operations Associate to make our sales team run with more rigour, predictability and speed. Working closely with the Head of Commercial Strategy & Operations, you’ll lead on getting new sellers productive fast and giving deal teams hands-on support on bids, tenders and pricing, and act as a key partner in running our sales operations and advisor program. This role is ideal for a highly analytical, commercially minded generalist - someone who thrives with autonomy and enjoys being close to deals.

Responsibilities:

Sales enablement & GTM onboarding

• Design and run onboarding for new GTM hires - building the curriculum, materials and 30/60/90-day milestones that get sellers productive quickly
• Build and maintain a central library of enablement content (product and use-case overviews, customer stories, competitive positioning, objection handling) and keep it current as our offerings evolve
• Partner with Product, EPD and Marketing to turn new launches and capabilities into clear, field-ready training for the sales team

Sales operations - playbooks, process, tooling & forecasting

• Work alongside the Head of Commercial Strategy & Operations to document and refine our sales playbooks, stage definitions, qualification criteria and deal handoffs, and support their rollout across regions
• Keep the GTM operating cadence running smoothly - weekly pipeline reviews, monthly forecast calls and quarterly business reviews - by preparing inputs, flagging risks and tracking follow-through on actions
• Prepare the forecasting and pipeline reporting used by leadership, pulling together data from across the sales team and improving accuracy over time
• Keep CRM (Salesforce) data clean and up to date, working with sellers on opportunity hygiene, and surface ideas for where tooling and AI could remove manual work
• Track GTM metrics (pipeline generation, conversion, win rates, cycle times, bookings vs. target) and turn the data into clear insights for the sales team and leadership

Advisor program management

• Partner with the Head of Commercial Strategy & Operations on the day-to-day running of the advisor program - coordinating onboarding of new advisors and keeping a clear view of each advisor’s network, expertise and active engagements
• Coordinate introductions, briefings and follow-ups between advisors and deal teams, so every engagement has a clear objective and next step
• Track advisor impact (meetings sourced, pipeline influenced, deals supported) and prepare the analysis that informs where we invest, expand or refocus the program
• Handle the operational side of advisor relationships, including agreements, check-in scheduling and internal reporting

Deal support - bids, tenders & pricing

• Partner with deal teams on complex opportunities - helping structure pricing and commercial proposals, building pricing models, and coordinating internal approvals across finance, legal and leadership
• Run the bid and tender process - tracking opportunities and deadlines, coordinating contributors across sales, EPD, legal and security, and keeping submissions on time and to a high standard
• Build a reusable bid library (standard responses, compliance and security answers, case studies, pricing templates) so each submission is faster and stronger than the last
• Capture learnings from wins and losses and feed them back into playbooks, pricing guidance and enablement

Ideally you would have:

• A penchant for digging deeply into the data yourself, thinking from first principles, and iterating quickly to deliver results
• Strong commercial instincts and a genuine interest in how deals get won - from first meeting to signed contract
• Hands-on experience with CRM and reporting tools, and advanced Excel / Google Sheets and Claude skills; SQL or BI tools (e.g. Tableau, Looker) a plus
• Excellent written communication - you can turn complex material into clear training content, crisp bid responses and polished executive-level comms
• Strong project management skills, with the ability to run several workstreams and hard deadlines in parallel without dropping the ball
• A strong orientation toward outcomes, and a history of being scrappy when it counts
• Low ego and highly collaborative - you’re excited to work alongside smart, humble teammates and do whatever it takes to help the team succeed
• An easygoing interpersonal style that lets you hold sellers accountable on pipeline discipline while earning their trust, and build credibility with senior external advisors
• Proven ability to build high-trust relationships with a wide range of people across sales, finance, legal and delivery
• Excellent qualitative and quantitative analytical skills

Nice to haves:

• 2-4 years in sales operations, revenue operations, sales enablement or business operations at a high-growth tech company, or at a top-tier VC firm, consulting firm, investment bank, or similar
• Exposure to enterprise or public sector sales cycles, including RFPs, tenders, frameworks or government procurement
• Experience building pricing, forecasting, capacity or territory planning models
• Experience supporting advisor, partner or channel programs