About the company
Baseten powers mission-critical inference for the world's most dynamic AI companies, like Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. By uniting applied AI research, flexible infrastructure, and seamless developer tooling, we enable companies operating at the frontier of AI to bring cutting-edge models into production. We're growing quickly and recently raised our $1.5B Series F, led by Altimeter Capital, Conviction Partners, and Spark Capital.
Responsibilities
- Contribute to the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting
- Build and maintain coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning
- Support quota framework development, helping translate top-down targets into field-level plans
- Develop and maintain Baseten's segmentation logic: how we carve the market by industry, company profile, consumption potential, and AI maturity
- Contribute a point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities
- Partner with Central Ops on ICP and TAM database strategy
- Contribute to the design of the pipeline generation model: coverage ratios, qualified pipeline definitions, and input assumptions
- Support the PG cadence: track actuals vs. model, surface gaps early, and partner with field leadership to course-correct
- Play an active role in the weekly forecast process
- Build and maintain the analytics layer that powers GTM decision-making
- Partner with the field to identify gaps in the business and develop structured plans to address them
- Analyze regional pipeline health, win/loss trends, and rep productivity
- Contribute to execution optimization projects
- Support the design and execution of structured experiments to test new GTM approaches
- Help build the measurement framework to evaluate what's working
- Partner with RevOps and Central Ops to operationalize successful experiments into repeatable playbooks
Requirements
- 3-5 years in GTM strategy, revenue operations, sales strategy, or a related function, ideally at a high-growth B2B SaaS or infrastructure company
- Experience with consumption-based or usage-based business models strongly preferred
- Exceptional analytical chops: you can build a coverage model, a cohort analysis, and a leadership-ready forecast narrative
- Strong business judgment
- Structured thinker and clear communicator
- Hands-on builder: comfortable working in AI coding tools, spreadsheets, BI tools, SQL, and CRM systems
- Collaborative operating style
- AI Fluency: you actively use AI tools to drive your own productivity
- Comfortable with ambiguity
- Bias toward action
- Curious about the AI infrastructure market