Copy of GTM Strategy & Operations Manager, Data & Territory Operations

Responsibilities

• 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 organization. Own data quality, coverage, and consistency across Salesforce and connected systems.
• Lead the annual account data refresh. Run the end-to-end annual data refresh process: coordinating with third-party enrichment vendors, QA-ing outputs, managing the change process across sales segments, and ensuring accurate downstream updates to territory assignments, routing logic, and reporting.
• Drive centralized segmentation planning. Own the account segmentation framework that underpins how we structure our sales coverage. Partner with sales leadership, GTM Ops, and Finance to ensure segmentation reflects current business priorities and is updated on the right cadence.
• Partner cross-functionally on routing and holdover policy. Work with Business Systems on routing logic and Salesforce configuration, and with sales leadership on holdover and account assignment decisions. You're the subject matter expert; you bring the recommendation and own the outcome.

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. You've built the methodology, not just executed someone else's.
• Experience managing third-party data vendor relationships (ZoomInfo, Kernel, Clearbit, or similar) end-to-end, including evaluation, contracting, QA, and understanding how enrichment data integrates into CRM and routing workf

Benefits

Additional Information

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.

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