GTM Strategy & Operations Manager

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If you don’t think you meet all of the criteria below but are still interested in the job, please apply. Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

We are seeking a dedicated GTM Strategy & Operations Manager with a proven track record in top‑of‑funnel recurring revenue cycle, ideally with experience in open source or similar enterprise software environments. This role will play a critical part in ensuring healthy demand generation, efficient new logo acquisition, and strong attraction‑to‑conversion performance by providing both strategic and operational support to the SDR and Marketing teams.

A primary focus of this position is finding and utilizing prospect and customer signals to drive effective outbound strategies. This role is ideal for someone who has helped design and scale modern GTM systems, including AI‑enabled workflows, to increase pipeline volume, accelerate deal velocity, improve conversion rates, and unlock growth opportunities.

• Leverage modern data and enrichment tools (e.g., Clay and similar platforms) to deliver timely, high‑quality leads to SDRs and AEs based on actionable buying signals.
• Build and optimize systems that generate net‑new opportunities, accelerate pipeline creation, and improve conversion across the funnel.
• Apply AI to design, automate, and continuously improve GTM workflows, outbound sequences, routing logic, and personalized prospect outreach.
• Act as a GTM “co‑pilot” — proactively identifying friction points, surfacing growth opportunities, and helping teams unlock incremental performance through better systems and execution.
• Monitor and improve lead management and outbound execution processes, making recommendations on routing, sequencing, campaigns, and velocity improvements.
• Lead the execution of the global top‑of‑funnel operating cadence, enabling consistent inspection across the lead/contact‑to‑opportunity and early‑sales lifecycle.
• In partnership with SDR and Marketing, provide visibility into funnel health, lead performance, SDR productivity, and efficiency metrics via BI and analytics tools.
• Lead annual SDR GTM planning process to include fiscal year/long‑range modeling, investment ROI analysis, headcount planning, quota and capacity setting, territory planning.
• Partner with leadership to design and implement the SDR GTM structure, segmentation and coverage model.
• Support SDR leadership with preparation of key management deliverables, including Quarterly Business Reviews and executive readouts.
• Own CRM data quality, lead and pipeline analytics, forecasting inputs, and ad‑hoc regional reporting needs.
• Participate in regular cross‑functional forums with Sales, Marketing, Finance, and Operations to resolve issues, align plans, and drive change management.
• Ensure sales leadership issues are addressed efficiently, thoughtfully, and with strong follow‑through.
• When requested, assess inquiries directed to the VP of SDR, determine the appropriate course of action, and delegate to the right stakeholders.
• Take on additional projects and responsibilities as needed to support the broader GTM organization.

• Experience with SFDC (Sales Cloud, CPQ), Clay, Clari, Outreach, Zoominfo and similar tools
• Demonstrable competence with Google G‑Suite tools
• Excellent quantitative and analytical skills, a data‑driven mindset
• Strong customer service attitude, ability to work independently and in a fast‑paced environment
• Excellent written and communication skills.
• 3-5 year relevant business experience
• A team player who works well in a collaborative environment.
• BA/BS in a quantitative field, MBA or related graduate degree a plus
• If you don’t meet all of the requirements listed here, we still encourage you to apply because skills can be used in lots of different roles at Kong.

Kong has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. Compensation varies depending on a wide…