GTM Strategy and Operations Manager, Post Sales

About the role

Anrok is a tax automation platform that helps businesses grow internationally without getting bogged down by compliance challenges. Over the past ten years, the digital economy has expanded sixfold, and software companies now need to track tax exposure, compute rates, and submit filings in more than twenty US states along with numerous international jurisdictions. This creates a significant obstacle for organizations that ought to be able to sell to customers anywhere in the world. Anrok removes this friction by integrating with billing and payment infrastructure to automate tax monitoring, rate calculations, and return submissions from start to finish. The platform manages the constantly shifting landscape of tax regulations at the local, state, and national levels, allowing businesses to concentrate on growth rather than paperwork. The company counts among its clients 40% of the Forbes Top 50 AI companies, 20% of the Forbes Top 100 Cloud companies, and well-known names such as Notion, Anthropic, and Cursor. Anrok has raised over $100 million from investors including Spark Capital, Sequoia, Index, and Khosla Ventures. They are seeking a GTM Strategy and Operations Manager to bring structured thinking, sharp analysis, and repeatable processes to their sales organization. In this position, you will manage the core operational functions for a team of Account Managers, supporting expansion, retention, and customer success at scale.

Key facts

What you'll do

Own the full range of GTM operations for the Account Management team, covering compensation design, territory mapping, and workflow refinement. Work hand in hand with GTM leadership to create processes that are both scalable and easy to use, offering data-backed insights and strategic guidance to improve their choices. Translate the company's evolving GTM approach into concrete systems that track how well the team adopts and executes on plans. Lay the groundwork for Account Management by setting up initial processes, tooling choices, and reporting structures that let these functions expand over time. Spot and eliminate operational friction that slows the team down, making ongoing improvements to workflows across the entire post-sales organization. Develop compensation plans that align Account Manager incentives with company objectives and customer outcomes. Design territory assignments that balance workload fairly and maximize market coverage across the existing customer base. Create dashboards and reporting frameworks that give GTM leaders visibility into key performance indicators and expansion metrics. Collaborate with cross-functional teams including product, finance, and customer success to ensure operational alignment. Establish ramp and onboarding processes for new Account Managers joining the organization. Identify gaps in current tooling and recommend solutions that improve efficiency and data accuracy.

Requirements

Four to six years of experience in GTM operations, revenue operations, sales operations, or a closely related function. Demonstrated ability to enter unfamiliar situations rapidly, pinpoint areas for improvement, and deliver practical solutions designed to scale. A history of earning trust and influence with GTM leaders and across departments to produce measurable results. Strong analytical capability, with hands-on experience constructing sales capacity models and revenue projections, or an MBA, management consulting, or finance background. Comfort working with CRM reporting and dashboards, even though the role does not require Salesforce administration expertise. Prior involvement with post-sales operations, account management, or renewal workflows is highly valued but not mandatory.

Nice to have

Experience designing territory models for teams that manage both new business and expansion accounts. Familiarity with sales methodology frameworks such as MEDDIC, Challenger, or SPIN and how to embed them into operational processes. Background in building forecasting models that incorporate multiple variables like seasonality, deal velocity, and team capacity. Exposure to customer success platforms or tools used to track renewal and expansion metrics alongside CRM systems.

Skills & tools

Proficiency with CRM platforms for building reports, managing pipelines, and creating custom dashboards. Experience with spreadsheet modeling and data visualization tools to support capacity planning and revenue forecasting. Familiarity with compensation planning software or spreadsheets used to design and administer sales incentive plans. Ability to work with billing and payment system integrations to understand how tax data flows through the organization. Knowledge of project management and workflow automation tools to streamline cross-functional processes. Comfort with SQL or similar query languages for pulling and analyzing operational data independently.

Practical notes

This role is based in San Francisco, with a hybrid schedule requiring three days per week in the office for team collaboration. Employees who live outside the San Francisco Bay Area will work remotely on a full-time basis. The company provides a home office setup stipend to help you equip your workspace effectively. Daily lunch and snacks are available for those working from the San Francisco office. Medical, dental, and vision insurance is fully covered at 100 percent, and One Medical membership is included along with flexible sick leave benefits. An annual learning and development stipend supports books, online courses, and conferences, backed by a team that values shared knowledge. The company also funds annual team offsites and in-person gatherings at its growing Anrok locations.

About the company

Anrok is the leading tax automation platform enabling businesses to expand globally without compliance complexity. As the digital economy has grown 6x over the last decade, software businesses have gone from not worrying about sales tax to needing to monitor exposure, calculate rates, and file returns across 20+ US states and many countries worldwide.