GTM Strategy & Operations Senior Manager

The simple task of buying software, services, or tools at work has become hopelessly complicated at even the most innovative companies in the world. Today, enterprises spend $120T+ per year globally (>30 times larger than annual consumer e-commerce spend) and rely on vendors more than ever before to run their businesses.

Our cofounders started Zip in 2020 to address this seemingly intractable problem with a purpose-built procurement platform that provides a simple, consumer-grade user experience. Within the last 4 years, Zip has created a new category and developed the leading solution in this $50B+ TAM space. Today, the world’s leading companies like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential rely on Zip to manage billions of dollars in spend.

We have a world-class team coming from category-defining companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, Tiger Global, BOND, DST Global, and CRV, we’re focused on developing cutting‑edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!

As a member of Zip’s GTM Strategy & Operations team, you’ll be a key partner to Sales, Marketing, and the broader executive team - driving strategic planning, operational execution, and analytical rigor across our revenue engine. This team sits at the intersection of go‑to‑market execution, company strategy, and systems - giving you a unique seat at the table to shape the trajectory of the business.

You’ll operate as a true business partner and execution arm for our revenue leaders - owning the core rhythms, models, and metrics that power GTM performance.

• Own GTM operations for a business unit
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  Lead day‑to‑day operations and long‑term planning for one or more sales segments, including territory design, comp plans, sales metrics, reporting, and “whatever it takes.”
• Act as a strategic thought partner
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  Be the go‑to partner for sales leadership and execs - whether it’s solving complex problems, framing key decisions, or bringing structure to ambiguity.
• Drive GTM cadence and accountability
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  Run the operating rhythm - owning pipeline reviews, forecast calls, QBRs, and leadership syncs. You’ll push velocity, track outcomes, and ensure every meeting drives impact.
• Lead cross‑functional execution
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  Work across Sales, Marketing, CS, Product, and Finance to drive strategic initiatives forward - bringing a GTM perspective to company‑wide efforts and ensuring alignment across teams.
• Build with data
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  Use SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, and uncover insights that improve GTM execution and drive growth.
• Own special projects
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  From compensation design to rep productivity modeling to account segmentation - you’ll own critical, high‑impact work streams that move the business forward.

• 8+ years of experience in sales strategy, revenue operations, consulting, investing, or a similar high‑performance environment.
• Strong analytical and modeling skills - you’re fluent in Excel/Sheets and can write SQL or are willing to learn.
• Deep understanding of go‑to‑market motions and SaaS business models, with battle‑tested views on comp, funnel metrics, over‑assignment, and enrichment.
• Experience working closely with GTM systems like Salesforce, Outreach, Clari, and Gong.
• Excellent written and verbal communication - you can structure thinking clearly, write concise memos, and present to executives with confidence.
• Attention to detail - you go deep on problems, sweat the edge cases, and set the quality bar high.
• High bias for action - you move fast, think in tradeoffs, and find a way forward when others see blockers.
• Technically inclined - you’re not afraid of Salesforce Flows, brittle validation rules, or stitching together data across systems.
• A collaborative mindset - you’re opinionated but open to all perspectives, and you know how to drive alignment across stakeholders.
• A proven operator - you’ve managed large, ambiguous projects that required both strategic thinking and tactical execution.

The salary range for…