Senior GTM Strategy & Operations Manager
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.
About the job
Responsibilities
- Own day-to-day top-of-funnel operations, including field requests, data, systems, business logic, lead-to-account processes, territory management, and AE coverage decisions.
- Manage territory strategy and ongoing territory operations to ensure balanced AE and SDR coverage.
- Design and optimize AE coverage and account-pairing strategies.
- Lead initiatives that improve pipeline coverage, territory quality, seller productivity, and go-to-market efficiency.
- Analyze data, systems, processes, and field feedback to identify root causes and recommend improvements.
- Lead initiatives from problem definition and analysis through stakeholder alignment, implementation, and measurement.
- Partner with AEs, SDRs, Sales leadership, Marketing Operations, GTM Systems, Analytics, and other GTM teams.
- Serve as the subject-matter expert for Upmarket lead-to-account and top-of-funnel operations.
Requirements
- 10+ years of experience in GTM Strategy & Operations, Revenue Operations, Sales Operations, or a related function, ideally in a high-growth B2B SaaS environment.
- Deep experience with top-of-funnel and lead-to-account operations, including lead routing, account assignment, territory management, seller coverage, and AE operating models.
- Investigative mindset and ability to identify root causes of complex GTM problems.
- Hands-on operating style with strong systems thinking and attention to detail.
- Strong analytical, business judgment, cross-functional influence, and communication skills.
- Ability to own complex, ambiguous initiatives through implementation and measurable impact.
- Ability to balance strategic thinking with detailed execution.
- Curiosity and sound judgment in applying AI responsibly to improve efficiency.
- Bachelor’s degree in Business Administration, Economics, Marketing, or a related field.
Compensation and Benefits
- Industry-competitive salary and equity.
- Comprehensive medical, dental, and vision coverage, with employee-only premiums covered for most medical plans.
- 16 weeks of paid parental leave.
- Health and wellness stipend.
- Remote workspace, internet, and cellphone stipend.
- Commuter benefits for team members reporting to the San Francisco and New York City offices.
- Family planning benefits.
- Matching 401(k) contribution with immediate vesting.
- Flexible PTO and 80 hours of sick time.
- 11 company-paid holidays.
- Virtual team-building activities, lunch and learns, and company-wide events.
Skills
Lead Routing, Account Assignment, Territory Management, Revenue Operations, Sales Operations, Go-to-Market Strategy, Data Analysis, Business Intelligence, Gtm Systems, Marketing Operations
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