Senior GTM Strategy & Operations Manager

About the role

Vanta is looking for a Senior GTM Strategy & Operations Manager to own and evolve the top‑of‑funnel processes for its Upmarket Sales organization. You will work closely with Account Executives (AEs), Sales Development Representatives (SDRs) and cross‑functional teams to ensure optimal lead routing, territory coverage, and seller productivity.

Key responsibilities

• Execute day‑to‑day top‑of‑funnel operations, handling lead‑to‑account, territory, and AE coverage decisions.
• Develop and maintain territory strategy to provide balanced, high‑quality coverage for AEs and SDRs.
• Design and refine AE coverage and account‑pairing models to boost pipeline generation.
• Identify, lead, and measure end‑to‑end initiatives that improve pipeline coverage, seller productivity, and GTM efficiency.
• Analyze data, systems, and field feedback to uncover root causes of GTM challenges and propose actionable solutions.
• Partner with sales leadership, marketing operations, GTM systems, and analytics teams to operationalize scalable improvements.
• Serve as the subject‑matter expert for Upmarket lead‑to‑account and top‑of‑funnel operations, continuously evolving the operating model as the business scales.

Required profile

• 10+ years of experience in GTM Strategy & Operations, Revenue Operations, or Sales Operations.
• Proven track record of designing and scaling sales processes in a fast‑growing environment.
• Strong analytical mindset with the ability to translate data into strategic recommendations.
• Excellent stakeholder management skills and the ability to influence cross‑functional teams.

Required skills