Senior GTM Strategy & Operations Manager

Role Description

As a Senior GTM Strategy & Operations Manager at Vanta, you'll combine hands-on operational ownership with strategic problem solving to help shape the future of our Partner business.

• Become the operational backbone for Vanta's Partner business by owning core day-to-day Channel Operations while developing a deep understanding of our GTM motion, systems, and partner ecosystem.
• Partner closely with Channel leadership, GTM Operations, Business Systems, Finance, and Marketing to evolve Vanta's long-term Channel operating model and operational strategy.
• Lead high-impact strategic initiatives across the partner ecosystem, including:
  • Partner programs
  • Deal registration
  • Partner attribution
  • Rules of Engagement
  • Pricing strategy
  • Territory and account governance
  • Partner lifecycle management
• Design and implement scalable processes, governance, and reporting that reduce operational complexity while improving the experience for sellers and partners.
• Translate ambiguous business problems into clear operational recommendations, balancing immediate business needs with long-term scalability.
• Build trusted relationships across the business by serving as both a hands-on operator and a strategic thought partner to Channel leadership.
• Drive initiatives from strategy through execution, measuring outcomes and continuously improving how Vanta operates.

Qualifications

• 8+ years of experience in Revenue Operations, GTM Operations, Channel Operations, Partner Operations, Strategy & Operations, or a related function within a B2B SaaS organization.
• Proven ability to balance day-to-day operational execution with long-term strategic thinking, using operational insights to design scalable solutions that improve how the business operates.
• Demonstrated success designing and evolving Channel Operations programs, including areas such as:
  • Deal registration
  • Partner attribution
  • Partner programs
  • Rules of Engagement
  • Territory and account governance
  • Partner lifecycle management
• Strong business acumen with the ability to translate ambiguous business challenges into clear operational strategies and measurable business outcomes.
• Experience leading complex, cross-functional initiatives and influencing senior stakeholders across Sales, Channel, RevOps, Finance, Systems, and Marketing.
• Excellent analytical and problem-solving skills with a data-driven approach to decision-making, prioritization, and continuous improvement.
• Experience partnering closely with Business Systems and Analytics teams to build scalable processes, reporting, and operational infrastructure.
• Proficiency with Salesforce and modern GTM technologies; experience with partner ecosystem tools or PRM platforms is a plus.
• Previous experience in Channel Sales or Channel Account Management is a plus and provides valuable perspective on the partner experience.
• Thrives in a fast-paced, evolving environment and enjoys building new capabilities, challenging the status quo, and continuously improving existing operations.
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Benefits

• Industry-competitive salary and equity
• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy, plus 80 hours of Sick Time
• 11 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events!
• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney