# Senior GTM Strategy & Operations Manager

**Company:** [Vanta](https://hotfix.jobs/companies/vanta)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $198k – $233k/yr
**Experience:** 12+ years
**Skills:** Gtm Operations, Revenue Operations, Sales Operations, Deal Desk, Forecasting, Pipeline Management, Contracting Workflows, Pricing Strategy, Rules Of Engagement, B2B SaaS, Opportunity Management, Cross-Functional Leadership
**Posted:** 2026-08-26

> Leads strategy and operations for Vanta’s Upmarket mid-to-late sales funnel, improving opportunity management, forecasting, complex deal execution, and revenue predictability. Requires 12+ years in GTM, revenue, sales operations, or Deal Desk within B2B SaaS.

## Job Description

## 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.

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