Zip

3 months ago

GTM Strategy & Operations Manager, Data & Territory Operations

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 2 hours agoStatus: Live

Job Summary

Lead data-driven GTM planning and territory optimization to power Zip's revenue engine. Own account data infrastructure, segmentation, enrichment, and territory execution, partnering with sales, GTM Ops, and Finance while driving AI-enabled automation for scalable processes.

Location: San Francisco, New York

Workplace: Hybrid

Employment Type: Full time

Job Function: Business Operations

Seniority: Manager level

Key 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.
•Own our enrichment strategy and vendor relationships. Define and execute Zip's account and contact enrichment strategy. Own relationships with data vendors (e.g. ZoomInfo, Kernel, Clearbit, or equivalents), lead ongoing vendor evaluation and renewal decisions, and continuously assess the quality and coverage of enrichment inputs against our ICP.
•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.
•Own territory carving methodology and execution. Develop and maintain Zip's territory carving methodology, including how we think about account assignment logic, holdover policies, and coverage design. Own the execution of territory changes centrally, ensuring accuracy, consistency, and clean handoffs to sales reps and segment operators.

Pay and Benefits

Salary: USD 153,000 - 189,000 annually

Equity and Bonus:Equity

Perks:EquityHealth InsuranceVisionDentalCommuter BenefitsPaid LeaveHome Office401k

Key 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 workflows.
•Strong SQL and Excel/Sheets skills. You can write and maintain your own queries, think in data structures, and can translate messy inputs into clean operational outputs.
•Deep fluency in Salesforce data structures. You understand how accounts, leads, opportunities, and routing logic connect, and you can work within and around the system's constraints.

Experience:SaaSB2BEnterprise software

Skills:CommunicationExecutive presenceAnalytical thinkingStakeholder management

Tech Stack:SQLExcelSalesforceZoomInfoKernelClearbitAIAutomationQARouting logicData enrichment

Company Brief

Zip

Provides buy-now-pay-later (BNPL) and digital payment solutions for consumers and merchants across multiple markets, enabling flexible payments, consumer credit, and merchant financing services.

Industry: Lending

Company Size: Enterprise (1,001+ employees)

Revenue: USD 250M to 500M

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: Sydney, Australia

Founded: 2013

Website LinkedIn

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