Senior Manager, GTM Strategy & Process Optimization
ServiceNow
San Diego, CA (Remote)
$140K/yr - $245K/yrIn-houseFull-timeSenior level10+ years exp.
2 days ago
VP, GTM Strategy & Operations (Remote)
Dallas, TX (Remote)
$250K/yr – $350K/yrSenior LevelFull time
Posted 7 weeks ago
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Job Summary
Own GTM footprint and governance from design through execution, aligning coverage, incentives, and forecasting to business outcomes.
- Go-to-Market and Territory Strategy: own end-to-end territory design and white-space coverage with cadence-based framework refreshes.
- Pipeline Governance: establish data hygiene, define coverage ratios, run weekly reviews, and drive forecast accuracy toward a +/- 10% target.
Job Description
- Go-to-Market Design and Territory Strategy
- Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers
- Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts
- Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers
- Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence
- Pipeline Governance and Forecast Accountability
- Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one
- Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target
- Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation
- Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments
- 10+ years of progressive experience in GTM strategy, sales operations, or revenue operations
- with at least 3 years in a VP or senior director role leading a centralized function across multiple regions and segments
- Demonstrated track record building or restructuring a centralized RevOps function inside a complex, multi-segment B2B business — owning the commercial engine, not managing a regional silo
- Direct ownership of territory design, quota setting, and comp plan architecture at scale; has held regional sales leaders accountable to a standard model
- Hands-on experience with pipeline governance and forecast accountability — managing the number, not just reporting it
- Financial fluency: comfortable reading deal-level P&L, modeling comp plan costs, and connecting territory design decisions to EBITDA contribution; prior experience in Finance, FP&A, or a Controller role is a meaningful differentiator
- Experience operationalizing strategic work — converting a framework, model, or consulting deliverable into something the business runs on every day
- Background in technology distribution, value-added reselling, or systems integration — understands how deals are constructed in a multi-vendor, channel-intensive environment and how margin is made at the deal level
- Experience with account segmentation, propensity modeling, or territory design tools; comfortable inheriting and running a model you did not build
- Familiarity with NetSuite or ConnectWise as a CRM and quoting system of record
- Comprehensive medical, dental and vision plans for you and your dependents
- 401(k) Retirement Plan with Employer Match, 529 College Savings Plan, Health Savings Account, Life Insurance, and Long-Term Disability
- Competitive Compensation
- Training and development programs
- Major offices stocked with snacks and beverages
- Collaborative and cool culture
- Work-life balance and generous paid time off
Trace3
Trace3 delivers business transformation. We consult on, integrate, and operate convergent solutions across data, security, and cloud that embrace emerging technology and drive measurable business value for our clients.
Traffic Signals
Monthly Visitors
20K
Traffic Source Mix
Search
41.5%
Direct
49.6%
Referral
5.6%
Social
1.8%
Paid
1.3%
Headcount Trend
Current headcount: ~1.4K
Marketing Team
Marketing Team Size
33 (2% of company)
Funding
Last Raise
Private Equity, 9 years ago
Funding History
- Jun 2017Private Equity
