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Vanta is seeking a Senior GTM Strategy & Operations Manager to own the operational strategy and execution of the mid-to-late GTM sales motion for the NAMER Upmarket organization. This is a hands-on role that shapes how opportunities progress from creation through close, building and evolving the sales processes, workflows, data, and policies that enable sellers to effectively manage opportunities, navigate complex deals, and convert pipeline into predictable revenue.
Key responsibilities include owning the strategy and day-to-day operations for the Upmarket mid-to-late sales funnel, developing a strong point of view on sales processes, stage management, opportunity management, and seller behaviors needed to improve conversion and revenue predictability. You will own and evolve operational workflows and data supporting contracting and complex deal execution, serving as a strategic partner for creative deal structures while working hands-on with sellers and Sales leadership. You'll shape deal strategy and operational processes supporting complex sales motions, partnering across Deal Desk, Finance, Legal, and GTM Systems.
Additionally, you will evolve Rules of Engagement and cross-functional policies governing how GTM teams work together, own and evolve sales forecast cadences, and lead strategic improvements to the mid-to-late funnel operating model using data and field insights. You'll identify where opportunities get stuck and drive improvements through complex initiatives from problem definition through implementation and measurement.
Success requires 12+ years in GTM Operations, Revenue Operations, Sales Operations, or Deal Desk within B2B SaaS, with significant experience supporting complex Upmarket sales motions. You need deep mid-to-late funnel GTM experience across Commercial, Mid-Market, and Enterprise segments, understanding opportunity management, sales stages, forecasting, pipeline health, and complex buying cycles. Strong experience with complex deal strategy, Deal Desk functions, pricing approvals, contracting workflows, and non-standard deal structures is essential. You combine a hands-on operating style with the ability to move fluidly between setting direction and getting into details across opportunities, data, systems, and workflows. You bring strong business judgment, data-driven decision-making, and proven ability to influence cross-functionally from frontline sellers to senior leadership. A Bachelor's degree in Business Administration, Economics, Marketing, or related field is required, along with US work authorization.
