GTM Operations

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About the role

We’re Heidi. We're building the future of healthcare by giving every clinician the earth's finest AI Care Partner. Our platform has absorbed the administrative chaos of 175 million patient visits and supported 67 million clinical hours. Today, we support 2.8 million patient sessions a week across 190+ countries, in 110 languages and over 200 specialties. Healthcare systems are failing us; clinicians spend more time on documentation than on patients, and the human connection that makes medicine worth practicing is eroding. Our mission is simple: double the world’s capacity for care and strengthen the human connection at its heart. We found product-market fit with a freemium medical scribe that clinicians love. Now, we're expanding. Every task a clinician hands to Heidi is a patient who feels more attended to, a health system unclogged, and a clinician who gets to be a clinician again. We’ve grown annual recurring revenue from $1 million to $50 million in two years. To go further, we’ve secured US$340 million: a $100 million Series C led by Blackbird, with Phoenix Court, Point72 Private Investments and Headline, alongside a $240 million growth investment led by General Catalyst’s Customer Value Fund. If you want to join us in doing work worth shipping, jump in. The role This is a commercially focused GTM Operations role supporting Heidi’s UK and European markets. You’ll report to the Head of GTM Operations and work closely with leaders across Sales, Customer Success, Marketing and Finance, as well as our central Analytics and GTM Engineering teams. Your job is to turn commercial direction into an operating model the region can actually use. When leaders agree how we should forecast, segment accounts, organise territories or manage the customer lifecycle, you’ll build the models, processes, reporting and tooling that make it work day to day. Doing that well means working beyond the CRM. You’ll use HubSpot, Databricks and Omni to bring together commercial and product data, pressure-test assumptions and turn what you find into better decisions and processes. This role suits someone who enjoys both sides of GTM Operations: working through commercial problems with leaders, then doing the hands-on work to make the solution stick.   What you’ll do • Turn commercial plans into working operations. Partner with the Head of GTM Operations and regional leaders to operationalise decisions on segmentation, territories, coverage, capacity, quotas and commissions. Build the models, processes and operating cadences that allow teams to execute them consistently. • Connect the full customer lifecycle. Build and improve the processes between Marketing, Sales and Customer Success, from lead management and pipeline creation through onboarding, adoption, renewal and expansion. Make ownership and handoffs clear, and ensure each team has the information it needs from the others. • Strengthen commercial execution. Improve how we inspect pipeline, forecast revenue and understand customer health, retention and growth. Help embed methodologies such as MEDDIC into the way managers and teams run deals—not just the fields they complete in HubSpot—and drive adoption of the changes you introduce. • Use data to support commercial decisions. Query existing datasets in Databricks, build reporting in Omni and connect CRM, product and commercial data to understand performance. Build the recurring reporting the region needs, investigate issues in more depth when required and explain what changed, why it matters and what action it suggests. • Keep the GTM engine running. Maintain HubSpot and the regional GTM stack, including pipelines, routing, workflows, reporting and data quality. Resolve issues quickly and partner with central teams when something needs a

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