# Senior GTM Strategy & Operations Manager, Mid-Late Sales Funnel **Company**: Vanta **Location**: Remote U.S. **Work arrangement**: remote **Experience**: senior **Job type**: Full time **Salary**: $198K – $233K **Category**: Sales **Industry**: Technology **Apply**: https://jobs.ashbyhq.com/vanta/c6090572-cbca-4b11-810e-127bf0183abf?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_a32c5740-e99 ## Description The Senior GTM Strategy & Operations Manager, Mid-Late Sales Funnel will own the strategy and day-to-day operations for the Upmarket mid-to-late sales funnel at Vanta, shaping how opportunities progress from creation through close. The team owns the operational strategy and execution of Vanta's mid-to-late GTM Sales motion for the NAMER Upmarket organization, shaping how opportunities progress from creation through close. They build and evolve the sales processes, workflows, data, and policies that enable sellers to effectively manage opportunities, navigate complex deals, and convert pipeline into predictable revenue. **Responsibilities:** - Own the strategy and day-to-day operations for the Upmarket mid-to-late sales funnel, shaping how opportunities progress from creation through close. - Develop a strong point of view on the sales processes, stage management, opportunity management, workflows, and seller behaviors needed to improve conversion, sales efficiency, and predictable revenue growth. - Own and evolve the operational workflows and data that support contracting and complex deal execution, ensuring sellers have clear, scalable paths from opportunity through contract and close. - Serve as a go-to strategic and operational partner for creative and complex deal structures, working hands-on with sellers and Sales leadership to navigate non-standard scenarios while partnering closely with Deal Desk, Finance, Legal, and GTM Systems. - Use insights from individual deals to identify recurring friction and drive improvements to the processes, policies, data, and systems that enable the business to close effectively at scale. - Shape deal strategy and the operational processes that support complex sales motions, partnering with sellers, Sales leadership, Deal Desk, Finance, and other teams to navigate complex opportunities while identifying where broader process, policy, or system changes can make it easier and more effective to close business at scale. - Evolve the Rules of Engagement and the cross-functional policies that govern how GTM teams work together throughout the sales cycle, bringing clarity to ownership, handoffs, deal scenarios, and areas of competing priorities. - Lead alignment across Sales and other GTM organizations as our sales motions and business needs evolve. - Own and evolve sales forecast cadences, facilitating forecast reviews with Sales leadership to scrutinize pipeline health and deal-specific risks. - Identify and lead strategic improvements to our mid-to-late funnel operating model, using data, field insights, and deep sales process expertise to diagnose where opportunities are getting stuck or where seller effectiveness can improve. **Requirements:** - 12+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Deal Desk, or a related function within B2B SaaS, with significant experience supporting complex Upmarket sales motions. - Mid to late funnel GTM experience and opportunity-to-close processes across Commercial, Mid-Market, and Enterprise. - Strong experience with complex deal strategy and Deal Desk, including pricing and approvals, contracting workflows, non-standard deal structures, and complex commercial scenarios. - A hands-on operating style with the ability to move fluidly between setting direction and getting into the weeds across opportunities, data, account and opportunity hierarchies, systems, processes, and seller workflows. - Strong business judgment and a clear point of view. - Proven ability to influence and lead cross-functionally, from frontline sellers to senior Sales and GTM leadership. - Experience serving as a trusted partner to senior Sales leadership. - Bachelor’s degree in Business Administration, Economics, Marketing, or a related field. - Must be authorized to work in the U.S. without the need for current or future employer sponsorship. **Benefits:** - Industry-competitive salary and equity - Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans - 16 weeks paid Parental Leave for all new parents - Health & wellness stipend - Remote workspace, internet, and cellphone stipend - Commuter benefits for team members who report to the SF and NYC office - Family planning benefits - Matching 401(k) contribution with immediate vesting - Flexible PTO policy, plus 80 hours of Sick Time - 11 company-paid holidays - Virtual team building activities, lunch and learns, and other company-wide events! ## Skills ### Required - GTM Operations - Revenue Operations - Sales Operations - Deal Desk - B2B SaaS - Upmarket sales motions - complex deal strategy - pricing and approvals - contracting workflows --- Source: [Apply at jobs.ashbyhq.com](https://jobs.ashbyhq.com/vanta/c6090572-cbca-4b11-810e-127bf0183abf?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)