GTM Strategy & Operations Manager, Data & Territory Operations

Job description

ABOUT ZIP Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. YOUR ROLE As GTM Strategy & Operations Manager, Data & Territory Operations, you will own the central nervous system of Zip's revenue engine: the account universe, the data that powers it, and the territory structure built on top of it. This is a highly cross-functional role that sits at the intersection of data operations, sales planning, and GTM strategy. You'll be the authoritative voice on how Zip's accounts are defined, segmented, enriched, and assigned, owning both the methodology and execution. Reporting to the Head of GTM Strategy & Operations, you’ll engage directly with sales VPs and segment leaders on territory strategy and segmentation design, and partner closely with the embedded GTM Ops leads who support each sales segment. This role requires both operational depth and the credibility to defend recommendations to senior stakeholders. WHAT YOU'LL DO - Own Zip's account data infrastructure. Serve as the single owner of our account universe: the source of truth for how accounts are defined, classified, and maintained across the GTM organization. Own data quality, coverage, and consistency across Salesforce and connected systems. - Lead the annual account data refresh. Run the end-to-end annual data refresh process: coordinating with third-party enrichment vendors, QA-ing outputs, managing the change process across sales segments, and ensuring accurate downstream updates to territory assignments, routing logic, and reporting. - Own our enrichment strategy and vendor relationships. Define and execute Zip's account and contact enrichment strategy. Own relationships with data vendors (e.g. ZoomInfo, Kernel, Clearbit, or equivalents), lead ongoing vendor evaluation and renewal decisions, and continuously assess the quality and coverage of enrichment inputs against our ICP. - Drive centralized segmentation planning. Own the account segmentation framework that underpins how we structure our sales coverage. Partner with sales leadership, GTM Ops, and Finance to ensure segmentation reflects current business priorities and is updated on the right cadence. - Own territory carving methodology and execution. Develop and maintain Zip's territory carving methodology, including how we think about account assignment logic, holdover policies, and coverage design. Own the execution of territory changes centrally, ensuring accuracy, consistency, and clean handoffs to sales reps and segment operators. - Build and maintain GTM analytics around our data structure. Produce and own the analytics that give leadership visibility into account coverage, territory health, data quality, and enrichment effectiveness. You'll do the analytical work yourself and translate outputs into clear recommendations for sales leadership and the Head of GTM S&O. - Champion AI and automation across the data and territory function. Proactively identify opportunities to use AI tools and workflow automation to reduce manual effort, improve data accuracy, and accelerate the territory and enrichment processes. Whether it's automating QA on the annual data refresh, building smarter routing logic, or leveraging AI-assisted enrichment tools, you bring a continuous improvement mindset to how this function operates. - Partner cross-functionally on routing and holdover policy. Work with Business Systems on routing logic and Salesforce configuration, and with sales leadership on holdover and account assignment decisions. You're the subject matter expert; you bring the recommendation and own the outcome. WHAT WE'RE LOOKING FOR - 5-8+ years of experience in sales operations, revenue operations, or GTM strategy at a B2B SaaS company, with meaningful depth in account data, territory planning, or segmentation. - Demonstrated ownership of territory design and carving. You've built the methodology, not just executed someone else's. - Experience managing third-party data vendor relationships (ZoomInfo, Kernel, Clearbit, or similar) end-to-end, including evaluation, contracting, QA, and understanding how enrichment data integrates into CRM and routing workflows. - Strong SQL and Excel/Sheets skills. You can write and maintain your own queries, think in data structures, and can translate messy inputs into clean operational outputs. - Deep fluency in Salesforce data structures. You understand how accounts, leads, opportunities, and routing logic connect, and you can work within and around the system's constraints. - Comfort operating across systems without owning the underlying infrastructure. You work closely with Business Systems but don't depend on them for every workflow. - Experience using automation and AI tooling to reduce manual operational work, whether configuring workflow automation in Salesforce, leveraging AI-assisted enrichment tools, or identifying where manual processes can be systematized. You default to building repeatable, scalable processes rather than one-time fixes. - Exceptional communicator with strong executive presence. You’re comfortable engaging directly with sales VPs and segment leaders on territory strategy. You can walk into a senior stakeholder conversation, present a methodology recommendation, and hold your ground. - Meticulous attention to detail and process orientation. Territory changes and data refreshes have real downstream consequences; you treat accuracy as non-negotiable. - A builder's mentality. You're energized by building the processes, documentation, and operating cadences for a function from scratch. The salary range for this role is $153,000 - $189,000. 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 - 🍽️ Catered lunches & dinners for SF/NY employees - 🚍 Commuter benefit - 🚠 Team building events & happy hours - 🌴 Unlimited PTO - 💻 Apple equipment plus home office budget - 💸 401k plan We're looking to hire Zippers 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!