VP, GTM

About Us:

Operto helps hospitality operators deliver exceptional guest experiences through connected hospitality operations. Across hotels, vacation rentals, and multi-unit properties, our products bring together guest access, smart in-room technology, operational workflows, and team coordination to help teams reduce friction, save time, and operate more efficiently.

Designed to work alongside the systems operators already use, Operto creates a more connected operating environment with greater visibility, consistency, and control across every stay.

Building on that foundation, Operto ONE extends into the guest journey itself. Through intelligent automation, it helps operators strengthen every stage of the guest journey, from discovery and direct booking to ongoing guest engagement. By helping teams respond faster and reduce manual work, Operto ONE gives operators greater control over the guest relationship, the guest experience, and the revenue behind it.

As hospitality continues to evolve, we're evolving alongside it. What remains constant is our mission: helping operators work smarter, deliver exceptional guest experiences, and create more value from every stay.

Role Overview

Operto is entering its next stage of growth with our ONE product, and we’re looking for a VP, GTM to build and lead the commercial engine that gets us there.

This is not a role for someone looking to inherit a mature sales organization and simply manage the number. We’re looking for a builder, someone who has been part of scaling a B2B SaaS company, understands what changes as a startup moves into its next phase of growth, and knows how to create a repeatable, predictable and high performing GTM motion.

You will own month-over-monthARR growth and net retention targets by leading Operto’s broader GTM motion, combining proven and novel marketing strategies that curate the top of funnel in 1M+ hotel TAM and systematic development of sales pipeline , commit and upside forecasting, and bottom of the funnel conversion with a passion for finding exponential growth targets.

You lead and curate systems using the best of sales technology/AI to achieve hotel marketing leadership in our category and create a best-in-class sales and marketing group. You'll work closely with our CEO and senior leadership team to determine not only how we sell today, but how Operto needs to sell to win tomorrow.

What You’ll Own

Build the GTM engine

We’ve got some ambitious goals. This role will develop and execute ONE's GTM strategy against our growth goals.

Translate company targets into a clear revenue plan, organizational structure and execution strategy.

Refine segmentation, territories, sales motion and market approach.

Build a GTM model that is scalable, measurable and repeatable.

Own revenue performance

Take accountability for new ARR, pipeline generation, conversion and revenue growth.

Build rigorous forecasting and pipeline management practices that give the organization visibility and predictability.

Establish the KPIs and operating cadence needed to understand what's working, what isn't and where we need to move faster.

Partner with Product, Finance, Marketing, People & Culture and the CEO on revenue planning, targets and investment decisions.

Build a high-performing commercial organization

Assess the current GTM organization and determine what capabilities, structure and talent we need

Recruit, coach and develop exceptional A-talent.

Establish clear expectations, accountability and performance standards across the team.

Create the sales methodology, enablement and playbooks required to shorten ramp time and improve productivity.

Connect the entire customer journey

Create strong alignment across Sales, Marketing, Product, Finance, and People & Culture

Ensure customer and market insights influence our positioning, product strategy and commercial decisions.

Build an effective land and expand motion that considers acquisition, retention and expansion as part of one revenue strategy.

Be an executive leader

Operate as a member of the senior leadership team with accountability beyond the sales function.

Bring a data-driven perspective to company strategy, planning and resource allocation.

Communicate revenue performance, opportunities and risks clearly to the executive team.

Help shape the next chapter of Operto.

What We’re Looking For

We're looking for someone who has done this before.

You have:

• 5+ years GTM leadership experience, ideally within a startup or scale up environment.
• Experience with directly driving / achieving exponential customer growth (i.e. increasing MoM). Ideally from 100 to 1000 customers.
• A demonstrated track record of helping take a saas bus