Scale AI - GTM Business Operations Associate
Requirements
• Experience in sales enablement, GTM operations, revenue operations, sales strategy, programme management, consulting, or a related commercial role. • Strong understanding of B2B or enterprise sales motions; experience in public sector, government, regulated industries, AI, data, SaaS, or technical products is a plus. • Excellent written communication skills, with the ability to turn ambiguous, complex information into crisp, practical field materials. • Strong programme management instincts: you can run multiple workstreams, drive alignment across stakeholders, and keep momentum without needing heavy direction. • High commercial judgement and curiosity: you can understand what sellers need, what customers care about, and where enablement can materially improve execution. • Ability to influence cross-functionally across Sales, Strategy, Solutions Engineering, Product, Marketing, Legal, Finance, Delivery, and People. • Builder mindset: you are comfortable creating structure from scratch, iterating quickly, and improving systems as the business evolves. • Strong attention to quality and detail, balanced with a bias toward speed and practical execution. • PLEASE NOTE: Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants. • PLEASE NOTE: • At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications. • We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status. • We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at [email protected]. Please see the United States Department of Labor's Know Your Rights poster for additional information. • We comply with the United States Department of Labor's Pay Transparency provision. • PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants’ needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our privacy policy for additional information. • PLEASE NOTE:
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
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