GTM Strategy & Operations Manager, Data & Territory Operations

About the role

You will own the central nervous system of Zip's revenue engine by defining and maintaining the account universe, data quality, and territory structure that powers our go-to-market engine. This role requires you to serve as the single source of truth for how accounts are defined, classified, and maintained across the entire GTM organization. You will engage directly with sales leadership to shape territory strategy and segmentation design while managing the methodology and execution of data operations. This position demands operational depth, strategic thinking, and the credibility to defend data and territory recommendations to senior stakeholders. You will partner closely with embedded GTM Ops leads across each sales segment to ensure alignment and execution. The role involves owning enrichment strategy, vendor relationships, and the annual data refresh process end-to-end. You will champion the use of AI and automation to improve data accuracy and efficiency across all territory and enrichment activities.

Key facts

What you'll do

• Own Zip's account data infrastructure and serve as the single owner of our account universe, ensuring source of truth status for definitions, classifications, and maintenance across the GTM organization.
• Lead the annual account data refresh by coordinating with third-party enrichment vendors, managing QA on outputs, and overseeing change processes across sales segments.
• Own our enrichment strategy and vendor relationships by defining execution for account and contact enrichment and managing ongoing vendor evaluation and renewal decisions.
• Drive centralized segmentation planning by owning the account segmentation framework that structures our sales coverage in partnership with sales leadership, GTM Ops, and Finance.
• Own territory carving methodology and execution by developing methodologies for account assignment logic, holdover policies, and coverage design.
• Build and maintain GTM analytics around our data structure to provide leadership visibility into account coverage, territory health, data quality, and enrichment effectiveness.
• Champion AI and automation across the data and territory function by identifying opportunities to reduce manual effort and improve accuracy through workflow automation and AI tools.
• Partner cross-functionally on routing and holdover policy by working with Business Systems on Salesforce configuration and sales leadership on account assignment decisions.
• Serve as the subject matter expert on data and territory operations, bringing recommendations and owning outcomes for complex assignments.
• Ensure data quality, coverage, and consistency across Salesforce and connected systems to maintain integrity in reporting and territory management.
• Evaluate enrichment inputs against our Ideal Customer Profile and make recommendations to improve coverage and accuracy.
• Translate complex data and territory analytics into clear, actionable recommendations for sales leadership and executive stakeholders.

Requirements

• 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 by building the methodology, not just executing someone else's framework.
• Experience managing third-party data vendor relationships (ZoomInfo, Kernel, Clearbit, or similar) end-to-end, including evaluation, contracting, QA, and understanding how enrichment impacts our ICP.
• Proven ability to manage complex annual data refresh processes, including coordination with vendors, QA, and cross-functional change management.
• Strong understanding of how to structure account assignment logic and holdover policies within Salesforce and connected systems.
• Experience building and maintaining GTM analytics that provide visibility into data quality, territory health, and coverage effectiveness.
• Demonstrated ability to partner with cross-functional stakeholders including sales leadership, business systems, and finance on data and territory strategy.
• Comfort working in a fast-paced, ambiguous environment where priorities shift and data complexity is high.

Nice to have

• Experience leveraging AI and automation tools in data operations or GTM functions.
• Familiarity with procurement technology landscapes and how data structures support procurement workflows.

Practical notes

This role is based in San Francisco and requires full-time onsite presence. The position involves frequent collaboration with cross-functional teams and may require travel to client-facing meetings as needed. Visa sponsorship is not available for this role. Applicants must meet the eligibility requirements outlined in the job description without exception.