Head Of Gtm Operations & Strategy

At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

We are seeking an experienced Head of GTM Operations & Strategy who will be responsible for optimizing the effectiveness of the Revenue organization through the development, implementation, and maintenance of a range of sales operations functions. This person will work closely with key cross functional stakeholders to insert operational rigor into our revenue forecasting, deal management, revenue analytics, and data governance functions.

This role will report directly to the Chief Revenue Officer.

What You'll Do

• Lead an enablement team to onboard and train for world class execution
• Own Go To Market strategy and analytics
• Manage a high performance cohort of functional area directors, building strong culture, performance management, and career development frameworks
• Lead global sales, customer success, and partnership operations
• Develop Go To Market strategy in partnership with the Chief Revenue Officer, providing data-based insights into performance, market opportunities, and potential threats
• Manage the design, procurement, and ongoing function of the company’s business systems, including all Go To Market tooling

Operations, Enablement, and Analytics:

• Oversee sales operations processes, including the process optimization, validation of orders, compensation, territory management, pricing, contracts, and billing
• Own forecasting, productivity, and performance metrics across all revenue teams and drive accountability/results within GTM leader
• Drive organizational change management processes to maximize impact while minimizing disruption to the business
• Act as a primary business partner to the finance organization and Chief Financial Officer
• Own deal desk including: deal structure strategy, non standard deal, and discounting approval framework (in consult with Finance)
• Develop a best-in-class staff of analysts that serve as key business partners to revenue leaders who build key “source of truth” views
• Oversee and enforce data and process governance, integrity, and hygiene

Strategy & Planning:

• Strategically plan and implement incentive plans and targets in concert with Vanta’s revenue plan
• Strategically plan, manage, and maintain territories. Both to launch a new fiscal period but also as headcount growth occurs throughout a year.
• Work closely with senior sales executives, Head of Legal, and CFO
• Assist in providing analytics framework for regular business reviews and annual planning cycles
• Act as an intermediary between leadership, finance, and cross functional teams when modeling annual headcount planning, bookings targets, and other key annual planning modeling outputs.

Systems:

• Oversee Salesforce integrations & data governance requirements
• Provision reporting and business intelligence systems, including building “single pane of glass” visualization and providing standardized data reporting packages to leadership
• Drive systems change management processes for optimized performance and cost

How To Be Successful In This Role

• Experience implementing and scaling initiatives across globally dispersed teams
• Experience in designing and implementing sales and success programs for technology, channel, and services partners
• Minimum 10 years of revenue operations experience in SaaS
• Ability to not only dive into details to drive execution but also zoom out to contextualize specific recommendations/initiatives within the broader Vanta strategy
• Experience in a high growth environment within a growth stage company
• A world class written and verbal communicator with the ability to present at all levels
• Ability to multi-task by prioritizing work and coordinating required support across various functions to achieve project goals and objectives
• Foster a team environment where team understands operational vision and career growth strategy
• A proven history of being able to influence and rally diverse stakeholders using both qualitative and quantitative insights

Additional Desirable Skills

• Experience leading distributed operations teams across multiple global timezones
• Experience with product-led growth business models

Pay Range: $281,000-$330,000; If you are offered the position, your offer amount will be based on your experience.

What You Can Expect As A Vantan:

• Industry-Competitive Salary and Equity
• Flexible Work Hours and Location
• 9 Company Paid Holidays
• Open & Encouraged PTO Policy
• Virtual Team Building Activities, Lunch and Learns, and other Company-Wide Events
• 100% covered Medical, Dental, and Vision Benefits with Dependents Coverage
• Offices in SF and NYC with Hubs of Vantans forming across the US, including but not limited to, Seattle, Austin, Indianapolis, LA, Boston, and more!
• Free Memberships to Online Wellness Platforms (One Medical, Ginger, Headspace, and more!)
• 401(k) Matching Plan
• 16 Weeks Fully Paid Parental Leave for All New Parents (Moms, Dads, Adoptive, Foster)
• Remote Workspace Stipend
• Health & Wellness Stipend

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation.

Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security.

From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.