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Vanta is seeking a Senior GTM Strategy & Operations Manager to own top-of-funnel strategy and operations for the Upmarket Sales organization. This role sits at the center of how the sales organization goes to market and creates pipeline, balancing day-to-day operational execution with strategic process evolution.
Key responsibilities include:
- Owning day-to-day Top-of-Funnel operations, including lead routing, territory management, and AE account pairing decisions
- Developing and executing territory strategy to ensure balanced coverage and optimal deployment of selling capacity
- Designing AE coverage and account pairing strategies to improve seller collaboration and pipeline generation
- Leading cross-functional initiatives to improve pipeline coverage, territory quality, seller productivity, and GTM efficiency
- Analyzing data, systems, processes, and field feedback to identify root causes of GTM challenges
- Partnering with AEs, SDRs, and Sales leadership to translate field needs into scalable improvements
- Collaborating with Marketing Operations, GTM Systems, Analytics, and other teams to operationalize solutions across the GTM ecosystem
- Serving as a trusted subject matter expert on lead-to-account and Top-of-Funnel operations
Required qualifications:
- 10+ years in GTM Strategy & Operations, Revenue Operations, Sales Operations, or related function in high-growth B2B SaaS
- Deep experience with Top-of-Funnel operations including lead routing, account assignment, territory management, and seller coverage models
- Investigative mindset with ability to identify root causes of complex GTM problems
- Hands-on operating style comfortable with detailed execution and process implementation
- Strong systems thinking, analytical skills, and business judgment
- Demonstrated ability to independently own complex initiatives from problem definition through measurable impact
- Excellent cross-functional influence and communication skills
- Ability to move fluidly between strategic thinking and detailed execution
- Bachelor's degree in Business Administration, Economics, Marketing, or related field
Vanta offers competitive salary and equity, comprehensive benefits including 100% employee-only medical premium coverage, 16 weeks paid parental leave, health & wellness stipend, remote workspace stipend, 401(k) matching with immediate vesting, flexible PTO, and offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney.
