Senior GTM Strategy & Operations Manager, Mid-Late Sales Funnel
Remote$198k - $233kFull-timePosted 1mo ago
About the role
Senior GTM Strategy & Operations Manager focused on the mid-to-late Upmarket sales funnel for NAMER Upmarket, shaping opportunities from creation through close and partnering across Deal Desk, Finance, Legal, and GTM Systems to improve seller effectiveness and revenue predictability.
Responsibilities
- Own the strategy and day to day operations for the Upmarket mid-to-late sales funnel, shaping how opportunities progress from creation through close. Develop a strong point of view on the sales processes, stage management, opportunity management, workflows, and seller behaviors needed to improve conversion, sales efficiency, and predictable revenue growth.
- Own and evolve the operational workflows and data that support contracting and complex deal execution, ensuring sellers have clear, scalable paths from opportunity through contract and close. Serve as a go-to strategic and operational partner for creative and complex deal structures, working hands-on with sellers and Sales leadership to navigate non-standard scenarios while partnering closely with Deal Desk, Finance, Legal, and GTM Systems. Use insights from individual deals to identify recurring friction and drive improvements to the processes, policies, data, and systems that enable the business to close effectively at scale.
- Shape deal strategy and the operational processes that support complex sales motions, partnering with sellers, Sales leadership, Deal Desk, Finance, and other teams to navigate complex opportunities while identifying where broader process, policy, or system changes can make it easier and more effective to close business at scale.
- Evolve the Rules of Engagement and the cross-functional policies that govern how GTM teams work together throughout the sales cycle, bringing clarity to ownership, handoffs, deal scenarios, and areas of competing priorities. Lead alignment across Sales and other GTM organizations as our sales motions and business needs evolve.
- Own and evolve sales forecast cadences, facilitating forecast reviews with Sales leadership to scrutinize pipeline health and deal-specific risks.
- Identify and lead strategic improvements to our mid-to-late funnel operating model, using data, field insights, and deep sales process expertise to diagnose where opportunities are getting stuck or where seller effectiveness can improve. Lead complex initiatives from problem definition and recommendation through senior stakeholder alignment, hands-on implementation, and measurement of business impact in partnership with GTM Systems & Analytics and other cross-functional teams.
Qualifications
- 12+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Deal Desk, or a related function within B2B SaaS, with significant experience supporting complex Upmarket sales motions.
- Mid to late funnel GTM experience and opportunity-to-close processes across Commercial, Mid-Market, and Enterprise. Understanding of opportunity management, sales stages and methodology, forecasting, pipeline health, complex buying cycles, and how decisions throughout the funnel impact revenue outcomes.
- Strong experience with complex deal strategy and Deal Desk, including pricing and approvals, contracting workflows, non-standard deal structures, and complex commercial scenarios. Ability to work on individual opportunities with sellers to develop creative paths to close.
- Hands-on operating style, ability to move between direction-setting and digging into opportunities, data, hierarchies, systems, and seller workflows. Investigative mindset with ability to translate insights into scalable improvements.
- Strong business judgment with data-driven GTM expertise and field context to make recommendations in ambiguity, evaluate tradeoffs, and advocate for a direction.
- Proven ability to influence and lead cross-functionally, building alignment across Deal Desk, Finance, Legal, GTM Systems & Analytics, and other partners without direct authority.
- Experience serving as a trusted partner to senior Sales leadership and driving outcomes.
- Bachelor’s degree in Business Administration, Economics, Marketing, or related field.
- Must be authorized to work in the U.S. without sponsorship.
- Open to using AI to amplify skills and improve efficiency with responsible usage.
Skills
Required:GTM Operations and Revenue OperationsDeal Desk and complex deal strategy
Benefits
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage, with 100% of employee-only premiums covered for most medical plans
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who report to SF and NYC offices
- Family planning benefits
- Matching 401(k) contribution 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
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
Last updated Sep 3, 2026. Interested? Apply on the company site.
About Vanta
Automate compliance, manage risk, and accelerate trust with AI
Vanta automates the complex and time-consuming process of SOC 2, HIPAA, ISO 27001, PCI, and GDPR compliance certification. Automate your security monitoring in weeks instead of months.
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