Senior GTM Strategy & Operations Manager
Own day-to-day Channel Operations and lead strategic initiatives to evolve Vanta's partner ecosystem, designing scalable processes, governance, and programs for predictable revenue growth in a B2B SaaS environment. Requires 8+ years in RevOps, Channel Ops or Strategy & Ops with strong cross-functional leadership.
About the job
What you’ll do
- Become the operational backbone for Vanta's Partner business by owning core day-to-day Channel Operations while developing a deep understanding of our GTM motion, systems, and partner ecosystem.
- Partner closely with Channel leadership, GTM Operations, Business Systems, Finance, and Marketing to evolve Vanta's long-term Channel operating model and operational strategy.
- Lead high-impact strategic initiatives across the partner ecosystem, including partner programs, deal registration, partner attribution, Rules of Engagement, pricing strategy, territory and account governance, and partner lifecycle management.
- Design and implement scalable processes, governance, and reporting that reduce operational complexity while improving the experience for sellers and partners.
- Translate ambiguous business problems into clear operational recommendations, balancing immediate business needs with long-term scalability.
- Build trusted relationships across the business by serving as both a hands-on operator and a strategic thought partner to Channel leadership.
- Drive initiatives from strategy through execution, measuring outcomes and continuously improving how Vanta operates.
How to be successful in this role
- 8+ years of experience in Revenue Operations, GTM Operations, Channel Operations, Partner Operations, Strategy & Operations, or a related function within a B2B SaaS organization.
- Proven ability to balance day-to-day operational execution with long-term strategic thinking, using operational insights to design scalable solutions that improve how the business operates.
- Demonstrated success designing and evolving Channel Operations programs, including areas such as deal registration, partner attribution, partner programs, Rules of Engagement, territory and account governance, partner lifecycle management, or related GTM processes.
- Strong business acumen with the ability to translate ambiguous business challenges into clear operational strategies and measurable business outcomes.
- Experience leading complex, cross-functional initiatives and influencing senior stakeholders across Sales, Channel, RevOps, Finance, Systems, and Marketing.
- Excellent analytical and problem-solving skills with a data-driven approach to decision-making, prioritization, and continuous improvement.
- Experience partnering closely with Business Systems and Analytics teams to build scalable processes, reporting, and operational infrastructure.
- Proficiency with Salesforce and modern GTM technologies; experience with partner ecosystem tools or PRM platforms is a plus.
- Previous experience in Channel Sales or Channel Account Management is a plus and provides valuable perspective on the partner experience.
- Thrives in a fast-paced, evolving environment and enjoys building new capabilities, challenging the status quo, and continuously improving existing operations.
- Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.
What you can expect
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who report to the SF and NYC office
- Family planning benefits
- Matching 401(k) contribution with immediate vesting
- Flexible PTO policy, plus 80 hours of Sick Time
- 11 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
Skills
Revenue Operations, Gtm Operations, Channel Operations, Partner Operations, Strategy & Operations, Salesforce, Prm Platforms
Similar jobs
Revenue Operations jobs
Vanta
Remote
Owns top-of-funnel GTM strategy and operations for Vanta’s Upmarket Sales organization, managing lead routing, territories, account pairing, and seller coverage. The role requires 10+ years of operations experience, strong analytical and systems thinking, and the ability to lead complex cross-functional initiatives.
Ditto
Washington, DCOwns end-to-end revenue operations for commercial and public-sector enterprise sales, including forecasting, GTM process design, reporting, partner operations, and HubSpot administration. The role requires 5+ years of experience, strong enterprise deal-cycle expertise, and the ability to operate independently.
Replit
Foster City, CA
Owns Replit’s end-to-end disputes and chargebacks program, including case investigation, representment, policies, metrics, and workflow automation. Requires 6+ years of chargeback operations experience and deep knowledge of card-network rules, with Stripe experience preferred.
Talkiatry
United States
Leads the technical marketing operations ecosystem, managing the deployment team, automation infrastructure, campaign operations, data integrations, and experimentation across lifecycle communications. Requires 7–10 years of platform ownership, strong SQL and architecture skills, and experience with Iterable and regulated healthcare data.
Snowflake
The Senior Marketing Systems Architect designs and improves the data architecture, integrations, segmentation, routing, and governance underpinning Snowflake’s global marketing technology ecosystem. The hands-on role requires 5+ years of technical Marketing Operations or MarTech experience and expertise with Salesforce, Marketo, data platforms, APIs, and SQL.