Senior GTM Strategy & Operations Manager

Responsibilities

• Own strategy and day-to-day operations for the NAMER Upmarket mid-to-late sales funnel, from opportunity creation through close.
• Develop and improve sales processes, stage management, opportunity workflows, seller behaviors, and operating models to increase conversion, sales efficiency, and predictable revenue.
• Own workflows and data supporting contracting and complex deal execution.
• Advise sellers and Sales leadership on creative and complex deal structures, non-standard scenarios, and paths to close.
• Partner with Deal Desk, Finance, Legal, GTM Systems, and Analytics on deal execution and scalable process improvements.
• Evolve Rules of Engagement and cross-functional policies covering ownership, handoffs, deal scenarios, and competing priorities.
• Own sales forecast cadences and facilitate forecast reviews focused on pipeline health and deal-specific risks.
• Lead strategic initiatives from problem definition and recommendations through stakeholder alignment, implementation, and impact measurement.

Requirements

• 12+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Deal Desk, or a related function within B2B SaaS.
• Significant experience supporting complex Upmarket sales motions across Commercial, Mid-Market, and Enterprise segments.
• Experience with opportunity-to-close processes, opportunity management, sales stages and methodologies, forecasting, pipeline health, and complex buying cycles.
• Strong experience with complex deal strategy and Deal Desk, including pricing and approvals, contracting workflows, non-standard deal structures, and complex commercial scenarios.
• Hands-on experience with data, account and opportunity hierarchies, systems, processes, and seller workflows.
• Strong investigative, analytical, business judgment, and cross-functional influence skills.
• Experience partnering with senior Sales leadership and leading initiatives without direct authority.
• Bachelor’s degree in Business Administration, Economics, Marketing, or a related field.
• Authorized to work in the U.S. without current or future employer sponsorship.
• Willingness to use AI responsibly to improve efficiency and impact.

Compensation and Benefits

• Base salary: $198,000–$233,000 annually.
• Equity and competitive benefits, including medical, dental, and vision coverage.
• Paid parental leave, health and wellness stipend, and remote workspace, internet, and cellphone stipends.
• Commuter, family planning, and 401(k) matching benefits.
• Flexible paid time off, sick time, and company-paid holidays.