Revenue Operations Manager, Territory Strategy & Operations

As the Revenue Operations Manager focused on Territory Strategy & Operations, you’ll play a critical role in accelerating revenue growth and maximizing seller productivity through data-driven investment strategy, scalable territory design and consultative partnership with leaders across the business. You will be the architect of our Territory Strategy & Operations framework; managing the operating cadence, orchestrating consistency across business functions, ensuring smooth execution of day-to-day operations, supporting cross-functional GTM initiatives, ensuring accuracy and scalable design of key systems, and proactively identifying and leading projects that drive Gong forward.

This is a unique opportunity to craft the operational blueprint for a business critical function at a pivotal phase of growth. We need you to help keep this rocketship on course!

• Drive operational excellence by applying global best practices and regional expertise to streamline workflows and remove operational bottlenecks within the territory design and planning process both annually and in-year.
• Ensure smooth execution of GTM initiatives through comprehensive impact analysis, cross-functional stakeholder alignment, change management roadmaps and proactive communication.
• Conduct deep-dive research and data analysis to inform and validate strategic recommendations
• Serve as a key partner for Sales and Rev Ops, providing the dashboards, reporting tools, and regional insights necessary to optimize territory performance.
• Drive continuous improvement by challenging legacy frameworks with a builder’s mindset.
• Redesign territory models and processes for global scalability and long-term operational durability.
• Partner with Sales leadership, Strategy and Finance to optimize territory compositions, conducting quantitative and qualitative analyses to align territories with business goals, headcount plans while ensuring every rep is given sufficient opportunity for success.
• Analyze historical performance, market potential, and account data to inform segmentation and coverage plans.
• Support GTM planning cycles by delivering territory assignments, whitespace analysis, and coverage recommendations.
• Maintain accurate territory mapping in Territory Management and CRM systems (e.g., Fullcast, Salesforce), ensuring data integrity and change management.
• Lead special projects such as market expansion, vertical alignment, or rep capacity modeling.

• You are within commuting distance of one of our listed hub locations and can be in-office 2x per week
• 3–5+ years of experience in Revenue Operations, Sales Strategy, or a related GTM planning function.
• Deep understanding of B2B SaaS go-to-market models, sales territories, and segmentation strategies.
• Strong analytical skills with experience in Excel, SQL, and BI tools (e.g. Tableau, Retool).
• Proficiency with CRM systems, especially Salesforce; experience with territory management tools a plus (e.g. Fullcast, Pigment, Anaplan)
• Excellent cross-functional collaboration and stakeholder management skills.
• Comfortable navigating ambiguity in a fast-paced, high-growth environment.

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits.

Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.

Gong is an equal‑opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

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