GTM Strategy & Operations Manager

# **About Zip** Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. ## **Your Role** As a member of Zip’s GTM Strategy & Operations team, you’ll be a key partner to Solution Engineering, 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 partner with Global Solutions Engineering leadership to bring structure to a fast-scaling SE org: standardizing how SEs engage across the deal cycle and driving the cross-functional collaboration with surrounding teams that makes that engagement work in practice. You'll keep SE capability aligned to a fast-evolving product portfolio — shaping enablement and GTM strategy so a growing team can demo, scope, and defend what's shipping. ## **What you’ll do** - **Own SE operations for the org:** Lead day-to-day operations and long-term planning — the capacity and coverage model, hiring and ramp planning against open headcount, comp plan design, metrics, reporting, and "whatever it takes." - **Act as a strategic thought partner:** Be the go-to partner for SE 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 coverage and staffing reviews, pipeline/deal reviews, QBRs, and leadership syncs. You'll push velocity, track outcomes, and ensure every meeting drives impact. - **Lead cross-functional execution:** Work across SE, 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 coverage model design to GTM enablement to redefining our POC motion - you’ll own critical, high-impact workstreams that move the business forward. ## **What We’re Looking For** - 8+ years of experience in sales strategy, revenue operations, presales/solutions engineering 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 GTM motions and technical sales cycles, with battle-tested views on SE coverage ratios, POC/technical win rates, demo environment strategy, and capacity planning. - Experience working closely with GTM systems like Salesforce, Gong, and PreSales platforms - 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. The salary range for this role is $153,000 - $189,000. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise. ## **Perks & Benefits** At Zip, we’re committed to providing our employees with everything they need to do their best work. - 📈 Start-up equity - 🦷 Full health, vision & dental coverage - 🍽️ Catered lunches & dinners for SF or NY employees - 🚍 Commuter benefit - 🚠 Team building events & happy hours - 🌴 Flexible PTO - 💻 Apple equipment plus home office budget - 💸 401k plan _We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!_ Visa sponsorship is not available for this role.