GTM Strategy & Programs Manager

Responsibilities

• Own the GTM program calendar—design, launch, and manage cross-functional programs spanning pipeline generation, new logo acquisition, expansion, and partner motions.
• Partner with Sales leadership to define segment-level plays and operationalize them in Salesforce, Gong, Clay, Claude, or whatever cutting-edge idea you bring—ensuring reps have the right motion at the right stage.
• Build program measurement frameworks: define success metrics, instrument tracking in Salesforce and Databricks, and deliver recurring performance readouts to RevOps and GTM leadership.
• Oversee quarterly and annual GTM planning cycles in partnership with Revenue Operations, Finance, and go-to-market leaders, including headcount modeling, capacity planning, and segment-level goal setting.
• Run strategic projects including ICP refinement, territory design, and GTM model evolution.
• Serve as a connective layer between Marketing, Enablement, GTM Engineering, and Sales—ensuring programs are activated, tracked, and continuously improved across the full funnel.
• Support board- and exec-level reporting on GTM program ROI, pipeline health, and strategic initiative progress.
• Other duties/responsibilities as necessary.

Requirements

• 3+ years of experience in GTM strategy, Revenue Operations, sales strategy, investment banking, or management consulting—B2B SaaS or logistics/supply chain exposure is a plus.
• Demonstrated ability to take a strategic concept from whiteboard to operationalized program—you know how to build structure around ambiguous problems.
• Excellent analytical skills with hands-on experience in Salesforce reporting; familiarity with tools like Gong, Outreach, and BI platforms (Databricks, Tableau, or similar) is a plus.
• Exceptional cross-functional communicator—you can work with a VP on strategy in the morning and with a Salesforce admin on execution in the afternoon.
• High ownership mindset: you treat programs like a product manager treats a product—you define success, measure outcomes, and keep iterating until it works.
• Experience supporting or leading annual planning processes, including quota setting, territory design, or capacity modeling preferred.
• MBA required or strongly preferred; prior experience in consulting, finance, or a high-growth startup environment.

Benefits

• Medical, Dental, Vision & Basic Life Insurance
• Paid Maternity/Parental Leave Program
• Paid Holidays & Flexible Time Off Program
• Paid Sick Leave
• Wellness Days (1 day/quarter)
• 401K Match
• Comprehensive Benefits Package >>> https://www.shipbob.com/careers/
• See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob)