GTM Strategy & Operations Senior Manager

Zip•San Francisco, CA

About The Position

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 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! Your Role 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.

Requirements

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.

Responsibilities

Own GTM operations for a business unit: 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: 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: 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: 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: Use SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, and uncover insights that improve GTM execution and drive growth.
Own special projects: From compensation design to rep productivity modeling to account segmentation - you’ll own critical, high-impact workstreams that move the business forward.