Sales Architect

Job description

ABOUT CLAY Our mission is to help organizations turn any growth idea into reality. We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers https://clayrun.notion.site/Wall-of-Love-b243f2b67607438b9fad99341e6b8d47 — including Anthropic, Notion, Google, and Ramp — go to market with unique data, signals, and AI research. In 2025, we raised a $100M Series C https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.htmlbacked by world-class investors including Sequoia, CapitalG, and First Round — and crossed $100M in revenue. In 2026, we announced our second employee tender offer https://www.nytimes.com/2026/01/28/business/dealbook/clay-start-up-tender-offers.html in 9 months at a new $5B valuation. We also launched a community equity round https://www.clay.com/blog/community-equity-offering, for our customers, agency partners, and club members. Some things to know about us: - Our community http://community.clay.com includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs https://luma.com/claylive, and 30k members on Slack. - Our culture https://nextplayso.substack.com/p/spotlight-clay is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more. - All employees can work for free with world-class coaches who specialize in creativity, management, and more. - Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here https://cdn.prod.website-files.com/61477f2c24a826836f969afe/685d83a71452245cc1129791_4d770abfd83e276ec15315a2e06945bd_Clay2025_OperatingPrinciples.pdf. - Read about us in the NYT https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.html, Forbes http://google.com/search?q=forbes+clay&rlz=1C5OZZY_enUS1155US1155&oq=forbes+clay&gs_lcrp=EgZjaHJvbWUyBggAEEUYOTIHCAEQABiABDIHCAIQABiABDIHCAMQABiABDIHCAQQABiABDIHCAUQABiABDIHCAYQABiABDIHCAcQABiABDIHCAgQABiABDIHCAkQABiABNIBBzkzM2owajSoAgOwAgHxBVAe8UAxJx_p&sourceid=chrome&ie=UTF-8, First Round Review https://review.firstround.com/podcast/inside-clays-unconventional-path-to-1-25b/, and more https://www.clay.com/press. Hear from our employees directly on our Glassdoor https://www.glassdoor.com/Overview/Working-at-Clay-EI_IE9850794.11,15.htm page! We’re excited for our first Sales Architect to design and build our sales engine. This is a new and unique role. We’re looking for someone who thinks like a general manager and will pursue every opportunity to improve sales efficiency with the tenacity of a P&L owner on the way to moonshot goals like expanding quota capacity for our GTME (seller) organization. To do that, this person will wear many hats simultaneously including: product manager — roadmapping and designing solutions, operations strategist — working backwards from finance goals to operational milestones, technical architect — making changes to our systems, business partner — getting really deep with your end users (sales), and RevOps pro — building processes fit for scale like transparent ROE. Externally, you’ll immerse yourself with our customers as a practitioner-evangelist of Clay and the future of GTM. What You'll Do - Maximize value creation across the funnel: Find every inefficiency in the sales funnel and work with our GTM Ops and internal GTM Engineers to solve them using Clay and other tooling. You’ll think and act like a P&L owner evolving every put and take in our GTM system. - Push the art of the possible: Own the day to day of achieving our internal moonshot goals like greatly expanding sales efficiency and finding new use cases for Clay. - Innovate with empathy: ****Embed within the sales organization to generate novel solutions to current problems. Look around corners to build ahead of new technologies and approaches. - Lead implementation and change management for GTM initiatives: Design and implement sales process / methodology, develop playbooks, create field assets, participate in every forecast call and help to drive the GTM operating rhythm. - Partner with GTM Finance on planning and incentives: operationalize comp rollout, provide operational assumptions for capacity models, and collaborate on high-leverage questions like segment prioritization, connect the dots across the GTM. - Partner with GTM Engineering and GTM Ops: to push Clay's product into new use cases, propose extensions, and contribute to our practitioner-led product feedback loop What You'll Bring - 8+ years of experience in business strategy, operations, and analysis with at least 4 years in revenue operations at a hypergrowth AI / SaaS company - At least 1 year of experience owning a P&L, quota, retention, implementation, pipeline or other business outcome personally - You’ve implemented novel GTM strategies with measurable business impact: reinvented the playbook before from first principles and are excited to do it again - Exceptional quantitative modeling skills with experience understanding sales performance - Executive (but still grounded) presence: you communicate clearly, challenge assumptions in the room, and are comfortable saying "I don't know yet!” - An informed perspective on AI and real examples of how you've put it to work in your workflows or team processes - You’re excited to spend time speaking with our customers and community to bring Clay's best practices to market