Senior Manager, GTM Strategy and Ops

Zafran Security

About The Position

Zafran is on a mission to stop the exploitation of vulnerabilities everywhere. We’re rethinking how security teams prioritize risk, and we’re building something no one else has: a new operating model that defuses the threats that matter most—fast. We’re looking for an experienced and driven Senior Manager, GTM Strategy and Ops to be the commercial and analytical backbone of our go-to-market motion. This is not your average operations role. You’ll own our deal desk end to end, run the monthly GTM reviews leadership relies on, and act as the connective tissue between Sales, Finance, and Legal—all at one of cybersecurity’s most transformative companies. If you love turning messy questions into fast, confident decisions and want broad ownership from day one, keep reading. About Zafran: Our Mission: To stop the exploitation of vulnerabilities, everywhere. What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran’s Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of “critical” vulnerabilities can’t actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters. Who’s behind us: Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations. We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!

Requirements

5–7 years of experience in GTM strategy, revenue/sales operations, deal desk, strategic finance, or FP&A
Technical, and highly familiar with GTM systems such as Salesforce, CPQ tools
Strong analytical capabilities, with the ability to turn data into clear, actionable recommendations
An AI-first employee- reach for AI tools by default to work faster and smarter, and look for ways to apply them across the function
Experience working closely with Sales, Marketing, CS and Finance leaders
Skilled in creating financial models and analysis; excellent in Google Sheets as well as financial and GTM tools
Experience implementing new systems and processes and creating automations
SaaS / Cyber industry experience—an advantage
Willingness to take on additional projects and responsibilities as needed
Ability to work independently, proactive, fast learner, and self-motivated
Accurate, with great attention to detail
Team player

Responsibilities

Analyze past and future GTM activities to surface trends, risks, and opportunities that inform pricing, targeting, and investment decisions
Build and run monthly GTM reviews covering funnel health, KPIs, and performance gaps, and translate findings into clear recommendations
Monitor quotes, deal review and approval for non-standard terms, finalize implementation and manage quoting tool, maintain OF templates and keep the pricing calculator accurate and up to date
Serve as the business lead between the Sales team and Legal- helping Legal prioritize and project-manage commercial legal work and keeping deals moving to timely resolution
Deliver financial and GTM analyses that enable quick, confident decision-making by GTM and Finance leadership
Lead strategic and cross-functional projects as requested, from process and systems improvements to new commercial initiatives