Job Overview
Location
San Francisco
Job Type
Full-time
Category
Operations
Date Posted
April 15, 2026
Full Job Description
đź“‹ Description
- • As Director of GTM Strategy & Operations at Zip, you will serve as the operating partner for one of Zip's sales segments, embedded alongside sales leadership and owning the full operational agenda for that business, acting as a COO-of-the-segment accountable for pipeline health, forecast quality, planning rigor, and cross-functional alignment to enable peak sales execution.
- • You will own GTM planning for your segment, leading annual and in-year planning cycles including headcount and capacity modeling, quota design, territory structure, and segmentation, while driving alignment with sales leadership, Finance, and the Head of GTM S&O through analytical framing and recommendations.
- • You will act as a strategic thought partner to segment leadership, serving as the go-to advisor for sales VPs on complex problems, assumption pressure-testing, and resource justification by structuring thinking, running analysis, and presenting confidently to senior stakeholders.
- • You will drive GTM cadence and accountability by owning the operating rhythm—pipeline reviews, forecast calls, QBRs, and leadership syncs—pushing velocity, tracking outcomes, and ensuring meetings drive impact.
- • You will lead cross-functional execution across Sales, Marketing, CS, Product, and Finance to advance strategic initiatives, identify and resolve handoff breakdowns, and ensure your segment has the resources to hit its number.
- • You will build with data using SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, surface insights, own reporting and performance visibility, and produce exec-facing materials tied to your business unit.
- • You will own strategic workstreams such as rep productivity analysis, account segmentation, and coverage model design, leading high-impact projects requiring strategic judgment and operational follow-through from greenfield build to execution.
- • You will join a mission-driven team at Zip, the AI platform for enterprise procurement trusted by industry leaders like T-Mobile, OpenAI, AMD, Mars, and Dollar Tree, which has saved over $8 billion and processed over $500 billion in spend, backed by top-tier investors and recognized for innovation and growth.
🎯 Requirements
- • 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 with ability to build models and run analyses independently.
- • Hands-on experience with GTM systems such as Salesforce, Gong, Outreach, including understanding data structures to diagnose problems and work around limitations.
- • Excellent written and verbal communication skills, including structuring thinking clearly, writing concise memos, and presenting to executives with confidence.
- • High bias for action, player-coach mentality, builder’s mindset, and collaborative approach to driving alignment across stakeholders.
🏖️ Benefits
- • Start-up equity participation
- • Full health, vision, and 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
Skills & Technologies
About Zip
Zip provides the world's leading agentic procurement orchestration platform, helping businesses manage spend from initial intake to final payment. Their comprehensive suite of products, including Intake-to-Procure, Procure-to-Pay, Supplier Onboarding, and AI Procurement Concierge, streamlines complex purchasing processes. Zip serves a broad spectrum of clients, from startups to enterprises across various industries like technology and financial services, empowering procurement, finance, and legal teams to gain control and efficiency. The platform is designed to facilitate smarter spending and mitigate risk, leveraging embedded AI capabilities for decision-making and driving cross-functional efficiency by integrating with existing tech stacks, a feature beneficial for distributed teams. Notably, Zip is trusted by over 1,030 global leaders, demonstrating its significant impact on optimizing business operations.
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