Vertical Sales Strategy and Operations

Job description

## About ElevenLabs ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $22B - multiples of 11, always. We have expanded from voice into three main platforms: - ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. - ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. - ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. ## How we work - **High-velocity:** Rapid experimentation, lean autonomous teams, and minimal bureaucracy. - **Impact not job titles:** We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. - **AI first:** We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. - **Excellence everywhere:** Everything we do should match the quality of our AI models. - **Global team:** We prioritize your talent, not your location. ## What we offer - **Innovative culture:** You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. - **Growth paths:** Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. - **Learning & development**: ElevenLabs proactively supports professional development through an annual discretionary stipend. - **Social travel**: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. - **Annual team offsite:** Each year, we bring your entire team together in a new location - past offsites have included Croatia, Italy and Cancún - **Co-working**: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. **About the role** We’re looking for someone to join our Sales Strategy & Operations team and own how ElevenLabs goes to market by vertical. As we shift from a horizontal motion to a vertical-led one, you will go deep on each of our top verticals — the buyer, the use cases, the competitive landscape, and what it takes to win — and turn that into a repeatable playbook for launching and scaling each one. As part of the Revenue Operations team, you'll sit at the center of the vertical GTM motion, working with Product Marketing, Forward Deployed Engineering, Product, and Sales leadership to define each vertical's strategy, surface product gaps, and drive cross-functional alignment until every vertical is launched and performing. This is a role for someone who wants to shape a new market from the ground up, not maintain an existing one. In this role, you will be responsible for: - **Vertical Deep Dives -** Own the research and strategy for each top vertical: market sizing, ICP and persona definition, buying process, priority use cases, competitive positioning, and where ElevenLabs wins. - **Vertical Launches -** Run the end-to-end launch of each vertical, from strategy and segmentation through enablement, pipeline targets, and post-launch performance reviews. - **Cross-Functional Alignment -** Drive alignment across PMM, FDE, Product, Sales, and Marketing on vertical priorities, owners, and timelines. Be the single thread that keeps every **function moving in the same direction.** - **Product Needs -** Dig deep into what each vertical requires from the product — integrations, compliance, features, workflows, and translate field signal into prioritized, **evidence-backed requirements for Product.** - **Data-Driven Strategy -** Define the metrics that matter for each vertical (pipeline, win rate, ACV, sales cycle, product adoption), build the dashboards, and use the insights to decide where to double down or pull back. - **Leadership Partnership -** Serve as a trusted advisor to Sales and GTM leadership on where to invest by vertical, with clear recommendations and regular performance reporting. **Who you are** We're looking for exceptional individuals who combine technical excellence with ethical awareness, who are excited by hard problems and motivated by human impact. You’ll strive with us if you: - Are **passionate about audio AI** driven by a desire to make content universally accessible and breaking the frontiers of new tech. - Are a **highly motivated and driven individual** with a strong work ethic. Our team is aware of this critical moment of audio AI evolution and is committed to going the extra mile to lead. - Are **analytical, efficient, and strive on solving complex challenges** with a first principles mindset. - Consistently **strive for excellence**, delivering high-quality work quickly and exceeding expectations. - **Take initiative and work autonomously** from day one, prioritizing learning and contribution while leaving ego aside. **What you bring** - **4+ years in Sales Strategy & Operations or GTM strategy, ideally with experience building or launching a vertical GTM motion** - Proven track record of taking an ambiguous strategic question to a structured answer, then driving execution across teams. - Deep curiosity about industries — you enjoy learning how a healthcare, financial services, or retail buyer actually operates and what they need - Strong analytical skills, with proven expertise in SQL and data visualization using BI tools (e.g. Sigma) - Excellent communication and influence skills, with the ability to align Product, Marketing, and Sales leaders without direct authority. - Highly adaptable, with a proactive approach to problem-solving and comfort operating in a fast-moving, undefined space. - Strong coachability and willingness to learn and adapt to new challenges. We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or other legally protected statuses.