GTM Strategy & Operations Manager, Data & Territory Operations

About Zip Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before.

About Zip The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million and most recently reached a $2.2 billion valuation.

Zip has been recognized by Forbes Fintech 50, Fast Company’s Most Innovative Companies, Inc. Best in Business, and Linked In Top Startups.

As GTM Strategy & Operations Manager, Data & Territory Operations, you will own the central nervous system of Zip’s revenue engine: the account universe, the data that powers it, and the territory structure built on top of it. This highly cross‑functional role sits at the intersection of data operations, sales planning, and GTM strategy. You’ll be the authoritative voice on how Zip’s accounts are defined, segmented, enriched, and assigned, owning both the methodology and execution.

Reporting to the Head of GTM Strategy & Operations, you’ll engage directly with sales VPs and segment leaders on territory strategy and segmentation design, and partner closely with the embedded GTM Ops leads who support each sales segment. This role requires operational depth and the credibility to defend recommendations to senior stakeholders.

• Own Zip’s account data infrastructure and serve as the single owner of our account universe, ensuring data quality, coverage, and consistency across Salesforce and connected systems.
• Lead the annual account data refresh: coordinate with third‑party enrichment vendors, QA outputs, manage the change process across sales segments, and ensure accurate downstream updates to territory assignments, routing logic, and reporting.
• Own our enrichment strategy and vendor relationships: define and execute Zip’s account and contact enrichment strategy, manage vendor evaluations and renewals, and continuously assess the quality and coverage of enrichment inputs against our ICP.
• Drive centralized segmentation planning: own the account segmentation framework, partner with sales leadership, GTM Ops, and Finance to ensure segmentation reflects current business priorities and is updated on the right cadence.
• Own territory carving methodology and execution: develop and maintain Zip’s territory carving methodology, including account assignment logic, holdover policies, and coverage design, and execute territory changes centrally for accuracy, consistency, and clean handoffs to sales reps and segment operators.
• Build and maintain GTM analytics around our data structure: produce analytics that give leadership visibility into account coverage, territory health, data quality, and enrichment effectiveness, and translate outputs into clear recommendations.
• Champion AI and automation across the data and territory function: identify opportunities to use AI tools and workflow automation to reduce manual effort, improve data accuracy, and accelerate the territory and enrichment processes.
• Partner cross‑functionally on routing and holdover policy: work with Business Systems on routing logic and Salesforce configuration, and with sales leadership on holdover and account assignment decisions.

• 5–8+ years of experience in sales operations, revenue operations, or GTM strategy at a B2B SaaS company, with meaningful depth in account data, territory planning, or segmentation.
• Demonstrated ownership of territory design and carving; built the methodology, not just executed someone else’s.
• Experience managing third‑party data vendor relationships (Zoom Info, Kernel, Clearbit, or similar) end‑to‑end, including evaluation, contracting, QA, and…