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. • Open to using AI to amplify your skills and strengthen your work, demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and • Bachelor’s degree in Business Administration, Economics, Marketing or related field. What you can expect as a Vanta’n: • Industry-competitive salary and equity • Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans • 16 weeks paid Parental Leave for all new parents • Health & wellness stipend • Remote workspace, internet, and cellphone stipend • Commuter benefits for team members who report to the SF and NYC office • Family planning benefits • Matching 401(k) contribution with immediate vesting • Flexible PTO policy, plus 80 hours of Sick Time • 11 company-paid holidays • Virtual team building activities, lunch and learns, and other company-wide events! • Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials. LI-remote At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply. About Vanta We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged. Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent. Referral Instructions If you are being referred for the role, please contact that person to apply on your behalf. Compensation: $161K - $189K