Senior GTM Strategy – Operations Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the daily execution of Top-of-Funnel operations, encompassing field requests and the associated processes, data, systems, and business logic that inform lead-to-account, territory, and AE coverage decisions.

• Manage territory strategy and continuous territory oversight to guarantee high-quality and balanced coverage for AEs and SDRs.

• Develop and refine strategies for AE coverage and account pairing.

• Identify and spearhead Top-of-Funnel initiatives aimed at enhancing pipeline coverage, territory quality, seller productivity, and GTM efficiency.

• Evaluate data, systems, processes, and field feedback to uncover the root causes of GTM challenges.

• Lead initiatives from start to finish, including problem identification and analysis, through to recommendations, stakeholder alignment, implementation, and assessment.

• Collaborate with AEs, SDRs, Sales leadership, Marketing Operations, GTM Systems, Analytics, and other GTM teams.

• Act as a trusted Subject Matter Expert (SME) 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 area, preferably in a high-growth B2B SaaS context.

• Extensive experience in Top-of-Funnel and lead-to-account operations, including lead routing, account assignment, territory management, seller coverage, and AE operating models.

• An investigative mindset with the ability to pinpoint the root causes of intricate GTM challenges.

• A hands-on operational approach and capability to perform detailed operational tasks.

• Strong systems thinking coupled with meticulous attention to detail.

• Robust analytical abilities and sound business judgment.

• Capacity to independently manage complex and ambiguous initiatives from implementation to measurable business outcomes.

• Excellent cross-functional influence and communication skills.

• A business-partner mentality with the ability to listen to stakeholders, provide expertise, exercise judgment, and challenge prevailing solutions.

• Capability to oscillate between strategic thinking and detailed execution.

• Willingness to embrace AI tools to enhance skills and responsibly boost efficiency.

• Bachelor's degree in Business Administration, Economics, Marketing, or a related field.

🏝️ Benefits

• Competitive salary and equity package within the industry.

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only premium costs covered for most medical plans.

• 16 weeks of paid Parental Leave available for all new parents.

• Health & wellness stipend provided.

• Stipend for remote workspace, internet, and cell phone costs.

• Commuter benefits for team members working from the SF and NYC offices.

• Family planning benefits included.

• Matching 401(k) contributions with immediate vesting.

• Flexible PTO policy, in addition to 80 hours of Sick Time.

• 11 company-paid holidays recognized.

• Opportunities for virtual team building, lunch and learns, and other company-wide events.