Senior Manager, GTM Strategy, Operations

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

📋 Description

• Act as a strategic advisor to senior Revenue executives, assisting in the formulation of business priorities, resource distribution, and performance strategies across the GTM organization.

• Collaborate with Revenue leadership and Finance to develop segmentation, territory and coverage models, engagement tactics, and operational playbooks for both acquisition and post-sale phases.

• Oversee intricate cross-functional strategic projects from inception to completion, including problem identification, business case development, stakeholder alignment, execution, and post-launch evaluation.

• Evaluate pipeline, productivity, and lifecycle performance metrics to enhance conversion rates, deal velocity, retention, and expansion efforts.

• Establish KPIs, create executive-ready dashboards, and manage the WBR/MBR schedule in collaboration with Data Science and Finance.

• Convert complex analyses into executive-ready performance narratives and actionable recommendations.

• Lead cross-functional workstreams, translating business objectives into PRDs/BRDs and technical specifications.

• Decompose multi-quarter initiatives into pilot programs and iterations while managing the overall roadmap.

• Identify AI-driven opportunities to boost representative productivity throughout the seller lifecycle.

• Collaborate with CRM, Systems, and Engineering teams on routing, SLAs, engagement rules, segmentation, and handoff processes.

• Stay informed about AI-enabled GTM tools and enhance AI literacy within the team.

• Guide junior members of the GTM Strategy & Ops team, exemplifying team operational standards.

• Report directly to the Director of GTM Strategy & Operations.

⛳️ Requirements

• Minimum of 8 years of relevant experience with a Bachelor's degree; or 6 years with a Master's degree; or a PhD with 3 years of experience; or equivalent experience in GTM / Revenue Strategy & Operations, Business Operations, or Management Consulting — preferably within SaaS, FinTech, or high-growth technology sectors.

• Demonstrated history of leading global, cross-functional strategic initiatives that achieve measurable revenue growth, retention, or expansion results.

• Proven ability to influence executive-level stakeholders through structured analysis, clear storytelling, and sound business judgment.

• Strong commercial instincts; adept at linking strategic decisions to investment priorities and revenue results.

• AI-native operational mindset: comfortable utilizing AI and LLMs in everyday tasks, experienced in workflow automation, and motivated by delivering real tools that minimize manual work for the team.

• Proficient in CRM systems (e.g., Salesforce), GTM analytics tools (Looker, Snowflake, or similar), and SQL for independent data analysis.

• Exceptional written and verbal communication skills — able to distill complex analyses into understandable leadership narratives and board-level recommendations.

• Comfortable with ambiguity and possessing a low-ego, ownership mentality — no task is too minor, and you're driven to develop the operational framework behind a top-tier Sales organization.

🏝️ Benefits

• Remote work

• Medical insurance

• Flexible time off

• Retirement savings plans

• Modern family planning