Sr GTM Strategy Manager

Key Responsibilities

• GTM Strategy Alignment Collaboration
• Partner with Sales, Marketing, Customer Success, Finance, and Product to connect GTM strategy to execution.
• Support the design and evolution of the GTM operating model - ensuring other functions are aware of and aligned with the GTM cadence, processes, and priorities.
• Facilitate cross-functional communication to drive coordination and accountability across teams.

Territory, Coverage Capacity Design

• Collaborate with Sales and Finance to inform segmentation, coverage, and capacity models that align with company growth priorities and productivity assumptions.
• Provide input and ensure transparency on territory design decisions and headcount planning.

Incentives Compensation Governance

• Partner with Revenue Operations, Finance, and GTM leaders to co-design compensation plans based on shared input and company objectives.
• Support the governance process to ensure compensation structures are equitable, measurable, and clearly communicated across teams.

Commercial Process Collaboration

• Work cross-functionally with Monetization, Legal, and Finance to improve deal governance, pricing clarity, and commercial execution efficiency.
• Identify and communicate opportunities to streamline GTM processes and tools through collaboration, not ownership.

Metrics, Insights Planning Alignment

• Partner with Sales, Customer Success, Analytics, and Strategy teams to define and refine GTM metrics and dashboards that are relevant, consistent, and well understood.
• Ensure performance insights are aligned across functions, helping drive shared understanding of goals, progress, and outcomes.
• Support annual and long-range planning by coordinating GTM input and dependencies across teams

Qualifications

• 5+ years overall experience with 2+ years in GTM/Revenue Operations, Sales Operations, or Business Operations for B2B enterprise (infrastructure, data/Al, or complex solutions strongly preferred).
• An understanding of the RevOps/GTM Ops function and how that function operates across forecasting, territories/quotas, comp plans, and reporting.
• Experience with CRM (e.g., Salesforce) and adjacent GTM tools (forecasting, territory/quota,CPQ, compensation), is preferred.
• Proven track record turning strategy into repeatable operating mechanisms that raise forecast accuracy and win/retention rates.
• Executive presence: can distill complex situations and analyses into clear recommendations for leaders and influence cross-functionally.
• Strong project management - able to manage multi-quarter initiatives (coverage redesign, comp overhaul, pipeline improvement) to completion.
• Excellent written and verbal communication; crisp with numbers and comfortable articulating and defending assumptions.

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