Senior GTM Strategy – Operations Manager

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

📋 Description

• Take charge of the strategy and daily operations for the Upmarket mid-to-late sales funnel, from opportunity creation to closing.

• Develop and refine sales processes, stage management, opportunity management, workflows, seller behaviors, and data analysis.

• Manage operational workflows and the data that supports contracting and the execution of complex deals.

• Collaborate with sellers and Sales leadership on innovative and intricate deal structures as well as non-standard scenarios.

• Recognize recurring deal friction points and enhance processes, policies, data, and systems accordingly.

• Shape deal strategies and operational procedures for complex sales motions.

• Update Rules of Engagement and cross-functional Go-To-Market (GTM) policies that govern ownership, handoffs, deal scenarios, and competing priorities.

• Foster alignment across Sales and other GTM departments.

• Manage sales forecast schedules and conduct forecast reviews with Sales leadership.

• Identify and drive strategic enhancements to the mid-to-late funnel operating model.

• Oversee complex initiatives from problem identification and recommendations to stakeholder alignment, implementation, and measurement of business impact.

• Collaborate with Deal Desk, Finance, Legal, GTM Systems & Analytics, and other cross-functional teams.

⛳️ Requirements

• A minimum of 12 years of experience in GTM Operations, Revenue Operations, Sales Operations, Deal Desk, or a related field within B2B SaaS, with substantial experience in supporting complex Upmarket sales motions.

• Experience in mid to late funnel GTM processes and opportunity-to-close methodologies across Commercial, Mid-Market, and Enterprise sectors.

• Proficient understanding of opportunity management, sales stages and methodologies, forecasting, pipeline health, complex buying cycles, and revenue outcomes.

• Significant experience with complex deal strategy and Deal Desk functions, including pricing, approvals, contracting workflows, non-standard deal structures, and intricate commercial scenarios.

• A hands-on operating style across opportunities, data, account hierarchies, systems, processes, and seller workflows.

• Strong business judgment and a definitive point of view.

• Proven capability to influence and lead cross-functionally among Deal Desk, Finance, Legal, GTM Systems & Analytics, and other partners.

• Experience acting as a trusted partner to senior Sales leadership.

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

• Must have authorization to work in the U.S. without the need for current or future employer sponsorship.

• Willingness to leverage AI to enhance your skills and strengthen your work.

🏝️ Benefits

• 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 of paid Parental Leave for all new parents.

• Health & wellness stipend.

• Remote workspace, internet, and cellphone stipend.

• Commuter benefits for team members reporting to the SF and NYC offices.

• Family planning benefits.

• Matching 401(k) contributions 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.