Zip
Sales
GTMStrategy&OperationsManager,Data&TerritoryOperations
Neural analysis suggests this role is
optimal for Manager candidates.
“GTM Strategy & Operations Manager, Data & Territory Operations at Zip. Skills: Account data infrastructure, Territory planning, Segmentation framework, Territory carving methodology. Own account data infrastructure. Serve as owner of account universe”
Industry & Context.
Root cause analysis; Data-driven decision making
What They're Looking For.
Must Have
5-8+ years experience in sales operations, Meaningful depth in account data, Territory planning experience, Segmentation experience, Demonstrated ownership of territory design, Demonstrated ownership of territory carving, Experience managing third-party data vendor relationships, SQL skills, Excel/Sheets skills, Deep fluency in Salesforce data structures, Experience using automation and AI tooling, Exceptional communicator, Executive presence, Meticulous attention to detail, Process orientation
Nice to Have
Experience with AI tools, Experience with workflow automation
What You'll Do.
Own account data infrastructure
Serve as owner of account universe
Lead annual account data refresh
Coordinate with enrichment vendors
QA enrichment outputs
Manage change process
Ensure downstream updates
Own enrichment strategy
Own vendor relationships
Define enrichment strategy
Execute enrichment strategy
Lead vendor evaluation
Lead vendor renewal decisions
Assess enrichment quality
Assess enrichment coverage
Drive centralized segmentation planning
Own segmentation framework
Partner on segmentation updates
Own territory carving methodology
Own territory carving execution
Develop territory assignment logic
Develop holdover policies
Develop coverage design
Maintain GTM analytics
Produce account coverage analytics
Produce territory health analytics
Produce data quality analytics
Produce enrichment effectiveness analytics
Translate analytics into recommendations
Champion AI and automation
Identify AI opportunities
Identify automation opportunities
Improve data accuracy
Accelerate territory processes
Accelerate enrichment processes
Build smarter routing logic
Leverage AI-assisted enrichment
Partner on routing policy
Partner on holdover policy
Work with Business Systems on routing logic
Work with Business Systems on Salesforce configuration
Work with sales leadership on holdover decisions
Work with sales leadership on account assignment decisions
Bring recommendation for routing
Own outcome for routing
How You'll Work.
Team & Collaboration
Cross-functional; Sales VPs; Segment leaders; GTM Ops leads; Business Systems; Sales leadership
Communication Scope
Executive presentations; Recommendations
Process & Methodology
Process management
Full Job Description
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 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. WHAT YOU'LL DO - Own Zip's account data infrastructure. Serve as the single owner of our account universe: the source of truth for how accounts are defined, classified, and maintained across the GTM organizati
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