Senior GTM Strategy & Operations Manager, Top of Funnel

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.

The team owns top-of-funnel strategy and operations for the Upmarket Sales organization, supporting both AEs and SDRs. We shape and operate how leads and accounts are deployed across the field through lead routing and management, AE account pairing, territory management, and account assignment strategy.

This role sits at the center of how our Upmarket Sales organization goes to market and creates pipeline. You’ll own both the day-to-day operations and the evolution of our Top-of-Funnel processes—working hands-on in the details while shaping the strategy for how we deploy AEs and SDRs. Your work will ensure the right coverage, processes, and workflows are in place to improve pipeline generation, seller productivity, and the overall efficiency of our GTM motion.

What you’ll do as a Senior GTM Strategy & Operations Manager at Vanta:

Own the day-to-day execution of Top-of-Funnel operations, including responding to field requests and managing the processes, data, systems, and business logic underlying lead-to-account, territory, and AE coverage decisions. This is a hands-on role that balances ongoing operational needs with larger strategic initiatives and process improvements.

Own territory strategy and ongoing territory management, ensuring AEs and SDRs have high-quality, balanced coverage and identifying opportunities to improve how accounts and selling capacity are deployed.

Design and optimize AE coverage and account pairing strategies to improve how our sellers work together to generate and progress pipeline.

Identify and lead Top-of-Funnel initiatives that improve pipeline coverage, territory quality, seller productivity, and GTM efficiency.

Dig into data, systems, processes, and field feedback to identify root causes of GTM challenges and develop a point of view on what we should do differently.

Lead initiatives end-to-end—from problem definition and analysis through recommendation, stakeholder alignment, implementation, and measurement of results.

Partner closely with AEs, SDRs, and Sales leadership to understand field needs and translate them into scalable improvements across workflows, processes, tooling, territories, and accountability.

Partner cross-functionally with Marketing Operations, GTM Systems, Analytics, and other GTM teams to design and operationalize solutions that work across the broader GTM ecosystem.

Serve as a trusted SME for Upmarket lead-to-account and Top-of-Funnel operations, bringing a strong point of view while continuously evolving our operating model as the business scales.

How to be successful in this role:

10+ years of experience in GTM Strategy & Operations, Revenue Operations, Sales Operations, or a related function, ideally within a high-growth B2B SaaS environment.

Deep experience with Top-of-Funnel and lead-to-account operations, including areas such as lead routing, account assignment, territory management, seller coverage, and AE operating models.

An investigative mindset with a demonstrated ability to dig beneath surface-level symptoms, connect insights across data, systems, processes, and field feedback, and identify the root cause of complex GTM problems.

A hands-on operating style. You’re comfortable rolling up your sleeves, getting into the weeds, and doing the detailed work required to turn a strategy or recommendation into something that works in practice.

Strong systems thinking and attention to detail, with the ability to understand complex GTM mechanics while anticipating dependencies, edge cases, and downstream impacts.

Strong analytical and business judgment, with the ability to combine quantitative and qualitative insights, evaluate tradeoffs, and develop a clear point of view even when there isn’t an obvious answer.

Demonstrated ability to independently own complex, ambiguous initiatives from problem definition through implementation and measurable business impact.

Strong cross-functional influence and communication skills, with the ability to build credibility with everyone from AEs and SDRs in the field to Sales leadership and partners across GTM.

A business-partner mindset: you listen closely to stakeholders and understand their needs while bringing your own expertise, judgment, and willingness to respectfully challenge the proposed solution when there is a better path forward.

Ability to move fluidly between strategic thinking and detailed execution—helping shape where we should go while being equally comfortable building the processes required to get there.