GTM Strategist (SF)

About Persona

Persona is the configurable identity platform built for businesses in a digital-first world. Verifying individuals and organizations is harder — but more important — than ever, with AI enabling fraudsters to launch sophisticated accounts at scale and regulations evolving rapidly.

We’ve built Persona to support practically every use case and industry — that’s why we’re able to serve a wide range of leading companies. For example, Instacart relies on Persona to verify shoppers who onboard onto their platform before delivering groceries to your doorstep. Meanwhile, OpenAI relies on Persona to keep bad actors out, protecting one of the world’s most powerful AI platforms from large-scale abuse in a time when AI is reshaping the way we work and live.

We believe that making the internet safer and more human requires a team that reflects the diverse, global nature of the people we aim to serve. We’re growing rapidly and looking for exceptional people to join us.

About the role

We're making the internet a safer place by revolutionizing online identity.  This isn’t easy and we need the most driven (and curious) talent to help us.  As a GTM Strategist, you'll work directly with Leadership and the Field to design, implement, and support the future of Persona GTM with a focus on having an outsized impact on our mission to build a more trustworthy digital world.

This is a full-time position based in our HQ in downtown San Francisco - currently in the office Tuesday-Thursday with Monday and Friday as office optional.

• Project Execution: Create, support, and drive a myriad of projects to their completion.  There is always work to be done and this role will be the engine that drives that work.
• Business Analytics: Analyze Sales and Partnerships teams’ performance across different deal verticals, sizes, and profiles, and suggest recommendations to improve output and close gaps.
• New Markets: Partner with Leadership and the Field in the deployment of GTM motions for new segments and use cases.
• Problem Diagnosis: Identify the highest leverage problems facing our Sales and Partnerships teams with little direction, and organize projects to address them
• Process Refinement: Deep-dive into E2E processes and construct alterations that lead to better Field and Customer experiences.
• Organizational Design: With Persona’s rapid growth, we’ll need to continually analyze how our people are organized.  This role will analyze, design, gain consensus and deploy organizational structures on a quarterly basis.
• Capacity and Productivity: Manage sales capacity and productivity models to ensure maximum output for Persona’s revenue growth goals.
• Enablement Investments: Work closely with the Persona Enablement team to determine the programs needed to support the Field.
• Forecasting: Responsible for weekly forecast across a variety of Persona Sales and Partnerships teams.
• Tooling: Partner with RevOps on various tools that benefit the Field such as how to leverage Gong, Glyphic, Outreach, and ChatGPT/Claude.
• Anything and Everything: A willingness to dive into any area that needs attention.

• Experience: Although we don’t over-emphasize work experience, having worked at a high-growth, fast-paced start-up where you helped shape the GTM organization is a requirement. Ideally, you have a minimum of 6 years of experience in a relevant role.
• Curiosity: You’re hungry to learn new things, see different perspectives, and conquer fresh challenges. You're excited to work across diverse teams and understand how technical solutions solve real business problems.
• Outstanding Communication: You can break down complex and technical concepts in a way that makes sense to everyone, whether they're engineers or executives, and you communicate clearly in conversations and writing (whether it be Notion, Slack, Google Docs).
• Growth Mindset: You're adaptable and driven to outperform. You take feedback well and are always looking to level up, thriving in a fast-paced, collaborative environment.
• Data Driven: While data won’t be available for everything, you seek out data wherever possible to inform your decision. You are creative in bringing data to bear even when it is not readily available.

• Change the World: We do things differently here. How we work makes a real difference for our customers — and we believe it's the future of enterprise tech. 
• Business Impact: You’ll play a key driver in our revenue growth, helping analyze market opportunities that shape how we organize and deploy our resources.
• Executive Partnership: You’ll partner directly with our COO, VP of Sales, Head of Sales, and Head of Partnerships as well as an array of cross-functional stakeholders.
• Mobility: We invest in our people and challenge them to take on more. For the right person, this will be a career-altering journey. 

Compensation & Equity

This salary range is the estimated base salary range. Base salaries are just one component of the total compensation package and are determined by a number of factors such as years of experience, expertise, qualifications and more. In addition to base salary, we offer competitive equity packages that play a big part in recognizing you for the huge impact you will have on helping us achieve our mission. Please note, the salary range is a guideline that is subject to change without notice.

Benefits and Perks

Persona offers a wide range of thoughtful and inclusive benefits for this role, including medical, dental, and vision, 3% 401(k) contribution, unlimited PTO, quarterly mental health days, family planning benefits, professional development stipends, wellness benefits, unlimited paid time off, among others. While we believe competitive compensation and benefits are a critical aspect of you deciding to join us, we do hope you consider why our core values and culture are right for you. If you’d like to better understand what it’s like working at Persona, feel free to check out our reviews on Glassdoor.

Diversity, equity, inclusion and belonging

At Persona, we strive to put diversity and inclusion at the forefront of everything we do, reflecting our core values. Our DEIB Employee Resource Group seeks to build a diverse and inclusive team that fosters an environment where each Personerd feels empowered to bring their unique differences to work and achieve their full innovative potential. Our hope is that by fostering such an environment, we strengthen our business and relationships by putting people first.

We strive to promote a culture that celebrates diversity and inclusiveness regardless of, but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age.