Director, GTM Strategy & Operations

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 Director of GTM Strategy & Operations, you will serve as the operating partner for one of Zip's sales segments, embedded alongside the segment's sales leadership and owning the full operational agenda for that business. Think of this as a COO-of-the-segment role: you are accountable for the health of the pipeline, the quality of the forecast, the rigor of the planning process, and the cross-functional alignment that lets the sales team execute at its best.

You’ll report to the Head of GTM Strategy and Operations and operate as a true business partner and execution arm for our revenue leaders, owning the core rhythms, models, and metrics that power GTM performance.

What You’ll Do

• Own GTM planning for your segment. Lead annual and in-year planning cycles: headcount and capacity modeling, quota design, territory structure, and segmentation. You’ll bring the analytical frame and the recommendation, and ultimately drive alignment with sales leadership, Finance, and the Head of GTM S&O.

• Act as a strategic thought partner to segment leadership. Be the go-to partner to our sales VPs when they need to think through a hard problem, pressure-test an assumption, or build the case for a resource ask. You’ll structure the thinking, run the analysis, and present with confidence to senior stakeholders.

• Drive GTM cadence and accountability: Run the operating rhythm, owning pipeline reviews, forecast calls, QBRs, and leadership syncs. You’ll push velocity, track outcomes, and ensure every meeting drives impact.

• Lead cross-functional execution: Work across Sales, Marketing, CS, Product, and Finance to drive strategic initiatives forward. You’ll surface where handoffs break down, drive resolution, and ensure your segment has what it needs to hit its number.

• Build with data: Use SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, and surface insights that improve execution. Own the reporting and performance visibility for your segment, including any exec-facing materials tied to your business unit.

• Own strategic workstreams. From rep productivity analysis to account segmentation to coverage model design, you'll lead high-impact projects that require both strategic judgment and operational follow-through.

What We're Looking For

• 12+ years of experience in GTM strategy, sales operations, revenue operations, management consulting, or a high-performance investing or finance environment.

• Demonstrated experience acting as an embedded operator or business partner for a sales segment or GTM business unit.

• Experience owning a GTM planning cycle end-to-end: quota design, territory carving, headcount modeling, and in-year re-forecasting.

• Fluent in SQL and Excel/Sheets. You can build models and run analyses without needing a data team to unblock you.

• Hands-on experience with GTM systems such as Salesforce, Gong, Outreach. You understand the data structures well enough to diagnose problems and work around limitations.

• Excellent written and verbal communication. You can structure thinking clearly, write concise memos, and present to executives with confidence.

• High bias for action. You move fast, think in tradeoffs, and find a way forward when others see blockers.

• Experience as a player-coach. You've led ICs, held people accountable for output, and remained deeply in the work yourself.

• A builder's mentality. You're energized by greenfield work, not just optimizing existing infrastructure. You've built operational muscle for a business unit that didn't have it before.

• A collaborative mindset. You’re opinionated but open to all perspectives, and you know how to drive alignment across stakeholders.

The salary range for this role is $212,500 - $262,500 OTE. 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 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!