Senior GTM Strategy & Operations Manager, Mid-Late Sales Funnel

The role

This person will own the strategy and day to day operations for the Upmarket mid-to-late sales funnel. They will develop sales processes, workflows, and data to improve conversion and revenue growth.

What you will do

• Own the strategy and day to day operations for the Upmarket mid-to-late sales funnel.
• Develop sales processes, stage management, and workflows to improve conversion and revenue.
• Evolve operational workflows and data that support contracting and complex deal execution.
• Serve as a strategic partner for creative and complex deal structures.
• Shape deal strategy and operational processes for complex sales motions.
• Evolve Rules of Engagement and cross-functional policies.
• Lead alignment across Sales and other GTM organizations.
• Own and evolve sales forecast cadences and facilitate reviews with Sales leadership.
• Identify and lead strategic improvements to the mid-to-late funnel operating model.

Required qualifications

• 12+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Deal Desk, or a related function within B2B SaaS.
• Significant experience supporting complex Upmarket sales motions.
• Mid to late funnel GTM experience and opportunity-to-close processes across Commercial, Mid-Market, and Enterprise.
• Experience with complex deal strategy and Deal Desk, including pricing, approvals, and contracting workflows.
• Bachelor’s degree in Business Administration, Economics, Marketing, or a related field.
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

Nice to have

• Open to using AI to amplify your skills and strengthen your work

Benefits

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit 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 the SF and NYC office
• 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!

Before you apply

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

About the company

Vanta helps businesses earn and prove trust by enabling companies to practice better security and prove it with ease. The company provides a Trust Management Platform to help companies build, maintain, and demonstrate trust.