Zip

1 month 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: 12 hours agoStatus: Live

Job Summary

GTM Strategy & Operations Manager responsible for central revenue data architecture, account segmentation, territory design, and data enrichment. Owns data quality, vendor relationships, and analytics to optimize Zip's account coverage and routing, partnering with sales leadership and cross-functional teams to drive AI-driven automation and scalable processes.

Location: Toronto

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 the account universe, defined, classified, and maintained across the GTM organization with data quality and consistency across Salesforce and connected systems.
•Lead the annual account data refresh: coordinate third-party enrichment vendors, QA outputs, manage changes across sales segments, and ensure accurate downstream updates to territory assignments, routing logic, and reporting.
•Own enrichment strategy and vendor relationships: define and execute account/contact enrichment, manage relationships with data vendors, and evaluate and renew inputs against ICP.
•Drive centralized segmentation planning: own the account segmentation framework, partner with sales leadership/GTM Ops/Finance to reflect priorities and cadence.
•Own territory carving methodology and execution: develop and maintain territory carving logic, holdover policies, and oversee central execution with clean handoffs to sales reps and segment operators.

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 end-to-end (e.g., ZoomInfo, Kernel, Clearbit) and integrating enrichment data into CRM and routing workflows.
•Strong SQL and Excel/Sheets skills; able to write and maintain queries and translate inputs into clean operational outputs.
•Deep fluency in Salesforce data structures; understand accounts, leads, opportunities, and routing logic, and can work within system constraints.

Experience:5-8 yearsSaaSB2BGTMSales Operations

Skills:SQLExcelSalesforceZoomInfoClearbitKernelAIAutomationData

Tech Stack:SQLExcelSalesforceZoomInfoClearbitKernelAIAutomation

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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