Senior GTM Strategy & Operations Manager

About the role

Vanta is seeking a Senior GTM Strategy & Operations Manager to own the operational strategy and day‑to‑day execution of the Upmarket mid‑to‑late sales funnel. You will shape how opportunities move from creation through close, partnering with sellers, sales leadership, and cross‑functional teams to drive predictable revenue growth.

Key responsibilities

• Define and evolve sales processes, stage management, and opportunity workflows for the Upmarket organization.
• Manage operational workflows and data that support contracting and complex deal execution.
• Act as a strategic partner for non‑standard deal structures, collaborating with Deal Desk, Finance, Legal, and GTM Systems.
• Identify recurring friction in deals and drive improvements to policies, data, and systems.
• Shape and update Rules of Engagement and cross‑functional policies governing GTM team interactions.
• Lead alignment across Sales and other GTM functions as sales motions evolve.

Required profile

• Proven experience managing sales operations or GTM strategy for mid‑to‑late stage deals.
• Strong analytical mindset with ability to translate data insights into process improvements.
• Excellent collaboration skills to work hands‑on with sellers and cross‑functional partners.
• Ability to navigate complex, non‑standard deal scenarios and influence stakeholders.

Required skills