Senior Manager - GTM Strategy & Operations

The individual in this role will manage multiple sales programs aimed at significantly improving sales performance. They will be accountable for driving the four core objectives of GTM Operations:

• Defining and Scaling the GTM Playbook

• Ensure the sales playbook is clearly articulated, consistently applied, and easily understood across all sales teams. The playbook should support smooth onboarding for new sellers and leaders, while remaining adaptable to different products and sales motions.

• Driving a Culture of Input Metrics

• Establish clarity on the key inputs required from Sales and SDRs, along with the consequences of not meeting them. Inputs must be regularly validated against outputs, supported by timely dashboards for visibility and accountability.

• Enabling Efficiency Through Process & Technology

• Design processes that maximize time spent on core GTM activities—selling, prospecting, SDR outreach, etc. Adopt an “AI-first” approach when building processes or implementing new technologies to reduce manual work and improve efficiency.

• Building a High-Performance Organization

• Identify and act on levers that improve productivity while defining policies that help retain top talent. Programs should create an environment where the sales organization is motivated to consistently outperform targets.

This role covers all programs related to GTM Strategy and Operations. The scope is dynamic, evolving with new challenges and shifting priorities. Examples include:

• Business Strategy

  – Analyze historical patterns and identify strategic levers for sales growth.

• Rhythms and Rituals

  – Define and run operating cadences such as business reviews, pipeline reviews, and cross-functional interlocks.

• Customer Segmentation

  – Segment customers into logical cohorts to focus sales, SDR, and marketing efforts on high-value opportunities.

• KPI Planning

  – Define the right KPIs for Sales/SDR teams across both inputs and outputs.

• Sales Enablement

  – Identify training needs from win/loss analyses and design structured programs to upskill the broader sales team.

• Process Optimization & Automation

  – Assess current internal and external sales processes, streamline them, and deploy automation tools to enhance productivity.

Analytical Acumen

• Maintain high standards of data accuracy and reliability.
• Translate data into actionable insights for leadership.
• Drive decisions by recommending impactful actions based on insights.

Sales Acumen

• Deep understanding of B2B sales motions, deal success factors, key metrics, and seller behavior.

Strategic Thinking

• Step back from day-to-day execution to develop long-term growth strategies.
• Contribute to AOP planning by identifying the right business levers.
• Build independent perspectives on strategic decisions (e.g., partnerships, cross-sell motions).

Program Management

• Manage multiple programs through impact-based prioritization.
• Keep stakeholders informed, anticipate risks (pre-mortems), and execute corrective actions proactively.

Process, Playbook & Technology-First Mindset

• Develop scalable, repeatable playbooks for sales enablement.
• Apply a “technology-first and AI-first” mindset to maximize automation over manual effort.

• Experience

  : 3–5 years in program management roles, with at least 3 years of relevant hands-on experience.

• Background

  : Prior experience in a SaaS company or a premier consulting firm working on technology/software industry projects.

• Exposure

  : Familiarity with B2B sales is preferred, though not mandatory.