GTM Strategy and Operations Manager

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 before 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!

As a Manager on our GTM Strategy & Operations team, you will play a key role in helping our sales organization execute on its aggressive growth goals. The GTM Strategy & Operations function sits at the nexus of sales, marketing, finance, and product, giving you a cross-functional seat at the table to drive impact across Zip. 

You will:

• Own GTM operations for core business units: You will own core GTM operations and strategy – everything from planning to compensation to territories to metric design to reporting to “whatever it takes”.

• Be a strategic partner: You will be a strategic partner to a sales team and our broader executive team – whether it’s problem solving, driving initiatives, or just being a shoulder to lean on.

• Drive our business cadence and heartbeat: You will drive the cadence and push the velocity of the orgs you partner with – owning the key meetings, next steps, and outcomes – and ensuring that “expensive” time is not wasted. You will make us faster. 

• Cross-functional partnership: You will drive initiatives across Zip, partnering with stakeholders on marketing, product, finance, and other critical teams. You’ll bring the sales perspective to initiatives and drive connectivity between sales and other business units.

Qualifications:

• You’re a high-impact self starter: You take initiative and move projects forward. You know when to check in for guidance and when to forge ahead. You’re comfortable working in a fast paced environment and can juggle multiple priorities. 

• You are your company’s spreadsheets wizard: You’ve tried most the BI tools and would probably pick Excel/GSheets as your favorite; you remember where you were when you learned index-match

• You write SQL or will learn: You can string together WITH statements with ease, know when to use WHERE vs HAVING, don’t know why anyone would use a RIGHT JOIN, and have opinions about leading commas. If you don’t know these things, you are willing to learn them, despite your seniority. 

• You value data structures: You think in relational data structures and can articulate why you both like and dislike the Salesforce lead object. You know that time spent designing the right structure will save thousands of hours in the future. 

• You move fast, you say yes, when appropriate: You value velocity and output over all else; when stakeholders ask for something, you imagine what “yes” looks like, but know when to push back.

• You write well: You enjoy an Amazon style memo, and can storyboard an analysis for the CEO in 10 mins; time permitting, you can make your point in 50% fewer words.

• You sweat the details: You pride yourself on going deep on a problem and knowing the nuances better than anyone. You set the bar for attention to detail. 

• You’re opinionated, but not dogmatic: You have battle tested opinions on topics such as sales comp, optimal overassign, hunter / farmer, data enrichment, and opportunity attribution. You’re willing to be convinced you’re wrong. 

• You don’t know what strategic means but know it when you see it: You can go from line-by-line data checking, to Salesforce Flows, to board meeting presentations, to presenting at SKO.

• You’re technically inclined: You’ve stepped in as a Salesforce admin and maintained brittle validation rules or Flows/Process Builders; you have good taste in software.

• You push boundaries: You don’t use the word impossible. There are more creative solutions and tradeoffs to be made. You find a way.

You have prior experience in high impact functions: 5+ years of professional experience, ideally in consulting, banking, private equity, corporate strategy, or a startup. Previous sales, sales operations, or strategy experience is a plus. Bachelors or masters from a top school preferred.

The salary range for this role is $160,000 - $180,000. 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

• 🚍 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!