Senior GTM Operations Manager

Job Summary

To support the Upmarket Sales organization, the full-time Senior GTM Strategy & Operations Manager will manage day-to-day Top-of-Funnel operations, oversee territory strategy, and optimize account pairing strategies to enhance pipeline generation and seller productivity in a remote environment.

Key responsibilities

• Own the execution of Top-of-Funnel operations, managing processes and systems related to lead-to-account and territory management
• Design and optimize AE coverage and account pairing strategies to improve collaboration and pipeline generation among sellers
• Lead initiatives to enhance pipeline coverage and GTM efficiency by analyzing data and field feedback to address operational challenges

Required qualifications

• 10+ years of experience in GTM Strategy & Operations, Revenue Operations, or Sales Operations, preferably in a high-growth B2B SaaS environment
• Deep understanding of Top-of-Funnel and lead-to-account operations, including lead routing and territory management
• Strong analytical skills with the ability to connect insights across data, systems, and processes to identify root causes of GTM challenges
• Proven ability to independently manage complex initiatives from problem definition to implementation and measurable impact
• Bachelor's degree in Business Administration, Economics, Marketing, or a related field