Senior GTM Strategy & Operations Manager, Mid-Late Sales Funnel

At Vanta, our mission is to help businesses earn and prove trust. 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. The team owns the operational strategy and execution of our mid-to-late GTM Sales motion for the NAMER Upmarket organization, shaping how opportunities progress from creation through close. We build and evolve the sales processes, workflows, data, and policies that enable sellers to effectively manage opportunities, navigate complex deals, and convert pipeline into predictable revenue. Our work spans opportunity management, forecasting, complex deal strategy and structuring, contracting workflows, and Rules of Engagement. We work hands-on with sellers and Sales leadership to navigate critical deals and day-to-day business challenges, while identifying where broader processes, policies, data, or systems need to evolve. We partner closely across Deal Desk, Finance, Legal, GTM Systems & Analytics, and other GTM teams to improve seller effectiveness, sales efficiency, conversion, and revenue predictability as the business scales. What you’ll do as a Senior GTM Strategy & Operations Manager at Vanta: - Own the strategy and day to day operations for the Upmarket mid-to-late sales funnel, shaping how opportunities progress from creation through close. Develop a strong point of view on the sales processes, stage management, opportunity management, workflows, and seller behaviors needed to improve conversion, sales efficiency, and predictable revenue growth. - Own and evolve the operational workflows and data that support contracting and complex deal execution, ensuring sellers have clear, scalable paths from opportunity through contract and close. Serve as a go-to strategic and operational partner for creative and complex deal structures, working hands-on with sellers and Sales leadership to navigate non-standard scenarios while partnering closely with Deal Desk, Finance, Legal, and GTM Systems. Use insights from individual deals to identify recurring friction and drive improvements to the processes, policies, data, and systems that enable the business to close effectively at scale. - Shape deal strategy and the operational processes that support complex sales motions, partnering with sellers, Sales leadership, Deal Desk, Finance, and other teams to navigate complex opportunities while identifying where broader process, policy, or system changes can make it easier and more effective to close business at scale. - Evolve the Rules of Engagement and the cross-functional policies that govern how GTM teams work together throughout the sales cycle, bringing clarity to ownership, handoffs, deal scenarios, and areas of competing priorities. Lead alignment across Sales and other GTM organizations as our sales motions and business needs evolve. - Own and evolve sales forecast cadences, facilitating forecast reviews with Sales leadership to scrutinize pipeline health and deal-specific risks. - Identify and lead strategic improvements to our mid-to-late funnel operating model, using data, field insights, and deep sales process expertise to diagnose where opportunities are getting stuck or where seller effectiveness can improve. Lead complex initiatives from problem definition and recommendation through senior stakeholder alignment, hands-on implementation, and measurement of business impact in partnership with GTM Systems & Analytics and other cross-functional teams. How to be successful in this role: - 12+ years of experience in GTM Operations, Revenue Operations, Sales Operations, Deal Desk, or a related function within B2B SaaS, with significant experience supporting complex Upmarket sales motions. - Mid to late funnel GTM experience and opportunity-to-close processes across Commercial, Mid-Market, and Enterprise. You understand opportunity management, sales stages and methodology, forecasting, pipeline health, complex buying cycles, and how decisions throughout the funnel impact revenue outcomes. - Strong experience with complex deal strategy and Deal Desk, including pricing and approvals, contracting workflows, non-standard deal structures, and complex commercial scenarios. You’re comfortable getting into the details of an individual opportunity and partnering with sellers to develop creative paths to close while balancing the broader needs of the business. - A hands-on operating style with the ability to move fluidly between setting direction and getting into the weeds across opportunities, data, account and opportunity hierarchies, systems, processes, and seller workflows. You’re naturally investigative, able to identify root causes and patterns, and turn what you learn into scalable improvements. - Strong business judgment and a clear point of view. You combine data, GTM expertise, and field context to make recommendations in ambiguous situations, evaluate tradeoffs and downstream implications, and advocate for a direction while remaining open to new information. - Proven ability to influence and lead cross-functionally, from frontline sellers to senior Sales and GTM leadership. You can build alignment across Deal Desk, Finance, Legal, GTM Systems & Analytics, and other partners, navigate competing priorities, and challenge constructively without relying on direct authority. - Experience serving as a trusted partner to senior Sales leadership—understanding the needs of the business, bringing a point of view on what should change, and staying close enough to the work to help drive outcomes. - Bachelor’s degree in Business Administration, Economics, Marketing, or a related field. - Must be authorized to work in the U.S. without the need for current or future employer sponsorship. - Open to using AI to amplify your skills and strengthen your work—d