GTM Strategy & Ops Lead

Arena is the platform for evaluating how AI models perform in the real world. Founded by researchers from UC Berkeley's SkyLab, we're on a mission to measure and advance the frontier of AI for real-world use, and to build the foundation for everyone to understand, shape, and benefit from it.

Arena Intelligence builds the evaluation layer for AI, and our customers are the labs and enterprises building at the frontier. We're seeking a GTM Strategy and Operations Lead to help shape where we grow and to own the commercial foundation that supports it.

You'll work with the founders, go-to-market leadership, and finance on the decisions that set our trajectory: how we run pipeline and forecast, how we support the sales team, how we price and package, which markets to pursue. You'll also own the infrastructure underneath them, from the reporting that sales and finance both work from through deal structuring and quote-to-cash.

Reporting to the Head of Finance, you'll join a small team where most of this is still being built. We're looking for someone comfortable moving between a strategy recommendation and the data model behind what an account actually consumed, and who finds that combination interesting rather than daunting.

• Run the go-to-market operating cadence, including pipeline reviews, forecast discipline, and the business reviews that give sales leadership a clear read on performance.

• Define and build the pipeline and usage reporting that GTM and finance both work from.

• Be the operational partner to the sales team, owning the analysis, account-level visibility, and process support they need.

• Set pricing and packaging strategy and carry it through to execution, covering rate card design, discount guardrails, and how new products get monetized before they ship.

• Develop the go-to-market approach for new segments, from sizing the opportunity and building the investment case through the coverage model, packaging, and process needed to sell into them.

• Run the deal desk, structuring and pressure-testing large commercial agreements alongside the go-to-market team, and turning what gets signed into repeatable process.

• Own quote-to-cash from order form through metering, consumption tracking, and billing accuracy, in partnership with accounting.

• Partner with product and engineering so new SKUs launch instrumented, billable, and correctly represented in systems.

• 6+ years of experience across GTM strategy, revenue operations, sales strategy, deal desk, or management consulting, including time at a high-growth technology company selling to enterprises.

• Experience running go-to-market operating rhythms (pipeline reviews, forecasting, and performance reporting) as the operational partner a sales team relies on.

• Direct experience with pricing and packaging decisions, and fluency in consumption or usage-based revenue models.

• A track record of structuring ambiguous commercial problems, including large non-standard agreements, and staying with them through implementation into systems and process.

• Working knowledge of quote-to-cash mechanics, including where the handoffs between CRM, billing, and accounting usually break.

• Comfort pulling your own data using SQL or a BI tool.

• Fluent with AI and vibe coding in your daily workflow, with the judgment to know when the answer requires doing the work yourself.

• Strong written and verbal communication, with the ability to hold a position with sales leadership and executives.

• High ownership and sound instincts about when a process is worth building.