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Salary: USD 135,000 - 169,000 / annual
ShipBob is seeking a GTM Strategy & Programs Manager to own the design, operationalization, and continuous improvement of go-to-market programs that drive pipeline generation, sales productivity, and revenue growth. You will sit at the intersection of Revenue Operations and field execution, working closely with Sales, Marketing, Enablement, and RevOps stakeholders to translate strategy into structured, measurable programs.
Key responsibilities include:
- Own the GTM program calendar: design, launch, and manage cross-functional programs spanning pipeline generation, new logo acquisition, expansion, and partner motions
- Partner with Sales leadership to define segment-level plays and operationalize them in Salesforce, Gong, Clay, and other tools, ensuring reps have the right motion at the right stage
- Build program measurement frameworks: define success metrics, instrument tracking in Salesforce and Databricks, and deliver recurring performance readouts to RevOps and GTM leadership
- Oversee quarterly and annual GTM planning cycles in partnership with Revenue Operations, Finance, and go-to-market leaders, including headcount modeling, capacity planning, and segment-level goal setting
- Run strategic projects including ICP refinement, territory design, and GTM model evolution
- Serve as a connective layer between Marketing, Enablement, GTM Engineering, and Sales—ensuring programs are activated, tracked, and continuously improved across the full funnel
- Support board- and exec-level reporting on GTM program ROI, pipeline health, and strategic initiative progress
This is a high-visibility, high-impact role on a team that moves fast and holds itself to a high bar. You will work in a culture that champions continuous learning, innovation, and ownership mindset, with accessible leaders and transparent feedback flowing in both directions.
REQUIREMENTS:
- 3+ years of experience in GTM strategy, Revenue Operations, sales strategy, investment banking, or management consulting
- B2B SaaS or logistics/supply chain exposure is a plus
- Demonstrated ability to take a strategic concept from whiteboard to operationalized program—ability to build structure around ambiguous problems
- Strong analytical and quantitative skills; comfort with data and dashboards
- Proficiency with Salesforce and CRM systems required
- Experience with RevOps tools and analytics platforms (Databricks, Gong, or similar) strongly preferred
- Prior experience in consulting, finance, or a high-growth startup environment preferred
