GTM Strategy & Operations Manager

As a GTM Strategy & Operations Manager, you will drive the optimization of our GTM strategy and execution. You will be a key business partner and collaborator for the CRO, various sales leaders across the business, and their direct reports, supporting the functional areas covered by the GTM Strategy and Operations team: business partnership, analytics, systems & tools, processes & programs. In this role, you will help orchestrate the support needed by the Sales & Specialty Travel organizations to ensure they operate efficiently and effectively to achieve their goals.

Your work will span areas such as:

• annual planning (e.g. team structures, coverage models, target setting)
• ad-hoc analyses and projects to drive optimization (e.g. diagnosing changes in metrics, identifying new GTM opportunities)
• day-to-day operations (e.g. forecasting, defining territories, advising on deal structures)
• process improvement
• program execution
• systems and tooling (e.g. evaluation, implementation, administration)

What You’ll Do

• Act as primary business partner to the senior leaders in the sales and specialty travel orgs and their direct reports, working collaboratively on all GTM Strategy and Operations topics required to build up our specialty travel offerings, run the sales teams and execute against our targets including: annual planning, incentive programs, process improvement, day-to-day support of deal cycles and operations (e.g. deal desk), GTM structure and coverage models, target setting, recurring performance reporting (e.g., forecasts, MBRs, QBRs, company leadership and board materials), systems and tooling.
• Lead execution of projects and programs across these initiatives through your own work, working with other GTM Strategy & Ops teams (e.g. analytics), and working cross functionally with other teams (e.g. Marketing, Finance, GTM Enablement, Product).
• Act as a proactive thought partner and leader for the Sales & Specialty Travel organizations providing data-informed insights, PoVs, and optimization/improvement opportunities to GTM and Sales leadership.
• Be accountable for the success and impact of the segment as measured by the team’s ability to: (1) enable the Sales & Specialty Travel organizations to meet their objectives, (2) create an ecosystem of process, systems, and tools consistently improving the efficiency and day-to-day experience of the sales organization, and (3) drive successful completion of projects against the Sales organization’s top priorities.
• Establish KPIs to assess the effectiveness of sales processes and enablement programs, driving continuous improvement.
• Evaluate and manage technology platforms to enhance team productivity and effectiveness.

What We’re Looking For

• 5+ years of experience in revenue operations, sales, consulting, or a related field.
• Proven track record of managing and delivering complex, cross-functional programs that drive measurable results in seller productivity and revenue growth.
• Deep understanding of sales processes, methodologies, and tools, particularly Salesforce CRM.
• Exceptional process and analytical skills, with the ability to diagnose inefficiencies and design effective solutions.
• Outstanding communication, presentation, and organizational skills, with the ability to influence at all levels of the organization.
• Experience implementing metrics and reporting systems to measure the impact and effectiveness of GTM initiatives.
• Collaborative leadership style with a strong ability to bring diverse perspectives to consensus.
• Self-starter with exceptional multitasking and prioritization skills, able to balance attention to detail with swift execution.
• Experience in fast-paced, SaaS, or startup environments is highly preferred.