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About the 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.
Responsibilities
- Own Zip's account data infrastructure, serving as the single owner of the account universe and the source of truth for account definition, classification, and maintenance across the GTM organization.
- Own data quality, coverage, and consistency across Salesforce and connected systems.
- Lead the annual account data refresh process, coordinating with third-party enrichment vendors, QA-ing outputs, managing change processes, and ensuring accurate downstream updates.
- Own the account and contact enrichment strategy, including vendor relationships, ongoing evaluation, and assessing enrichment input quality against the ICP.
- Drive centralized segmentation planning, owning the account segmentation framework and partnering with sales leadership, GTM Ops, and Finance.
- Own territory carving methodology and execution, including account assignment logic, holdover policies, and coverage design.
- Produce and own GTM analytics related to account coverage, territory health, data quality, and enrichment effectiveness, translating outputs into clear recommendations.
- Champion AI and automation across the data and territory function to reduce manual effort, improve data accuracy, and accelerate processes.
- Partner cross-functionally on routing and holdover policy with Business Systems and sales leadership, acting as the subject matter expert.
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, including building the methodology.
- Experience managing third-party data vendor relationships end-to-end.
- Strong SQL and Excel/Sheets skills.
- Deep fluency in Salesforce data structures.
- Comfort operating across systems without owning the underlying infrastructure.
- Experience using automation and AI tooling to reduce manual operational work.
- Exceptional communicator with strong executive presence.
- Meticulous attention to detail and process orientation.
- A builder's mentality, energized by building processes, documentation, and operating cadences from scratch.
Skills
- Account data
- Territory planning
- Segmentation
- Salesforce
- SQL
- Excel/Sheets
- Data quality
- Data enrichment
- GTM strategy
- AI tooling
- Automation
Location
- Remote
Work Type
- Full-time
Experience Level
- 5-8+ years
About the Company
- 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.
Equal Opportunity
- 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.