GTM Strategy & Operations Analyst, Account Management

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

As a GTM Strategy & Operations Analyst, Account Management at Vanta, you will support the day-to-day operations and strategic execution of our global Account Management organization. You’ll partner closely with Account Managers and AM leadership to improve forecasting, pipeline generation, renewals, expansion, book management, and overall operational rigor.

Revenue Operations at Vanta aims to unlock revenue for our GTM teams by building scalable processes, delivering actionable insights, and removing operational friction. Within Account Management, this means helping our teams retain and grow customers while creating the operating infrastructure and visibility leaders need to run the business effectively.

Success in this role is determined by your ability to operate with speed and precision, turn data into actionable insights, build strong partnerships with the field, and continuously improve how our Account Management organization operates.

What you’ll do as a GTM Strategy & Operations Analyst, Account Management at Vanta:

Serve as a key operational partner to Account Managers and AM leadership, helping resolve day-to-day operational questions and escalations related to account ownership, Rules of Engagement, renewals, expansion, pipeline, and GTM data.

Own and support the AM operating rhythm, including recurring forecast and pipeline preparation, business reviews, scorecards, and performance reporting.

Inspect renewal, expansion, pipeline, and retention performance to identify trends, risks, and opportunities and translate those findings into clear recommendations for AM leadership.

Run recurring audits across pipeline, opportunities, account books, forecasting, and CRM hygiene to improve data quality and operating discipline.

Support book management and account movement, ensuring account ownership and territory changes are executed accurately and consistently.

Partner with AM leadership to improve pipeline generation and expansion motions, including tracking performance against targets and identifying opportunities to improve conversion and execution.

Develop and maintain source-of-truth reporting and operating metrics for Account Managers and leaders, primarily within Salesforce and other GTM systems.

Partner closely with Systems, Analytics, Finance, Deal Desk, and other Revenue Operations teams to identify and implement process and tooling improvements.

Manage competing priorities across recurring operational responsibilities and strategic projects, communicating tradeoffs and ensuring deadlines are met.

Support cross-functional initiatives from requirements gathering through rollout, documentation, enablement, and ongoing adoption.

How to be successful in this role:

Strong understanding of B2B SaaS post-sales and Account Management motions, including renewals, retention, expansion, forecasting, and pipeline management.

Strong analytical and problem-solving capabilities, with the ability to identify a business challenge, quantify its revenue or customer impact, and recommend a path forward.

Ability to move comfortably between day-to-day operational execution and broader process improvement.

Strong stakeholder management skills and the ability to build trusted partnerships with Account Managers and AM leadership.

Excellent communication skills, including the ability to synthesize complex data into clear insights and recommendations for senior leaders.

Strong attention to detail and a high bar for data accuracy and operational execution.

Strong proficiency in Excel or Google Sheets and comfort analyzing large datasets.

Advanced Salesforce reporting and dashboard experience.