Director GTM Operations and Strategy

Zip is tackling the $50B+TAM space to transform the way businesses manage spend. Our co-founders started Zip (YC S2020) because they saw the challenges companies had using outdated 20 year old software to manage hundreds of millions of dollars in spend every year. We invented the world’s leading Intake-to-Procure solution to bring a consumer grade user experience to B2B purchasing. And, we’re just getting started.

We're a fast growing team that helped scale category-defining companies like Airbnb, Facebook, Salesforce, Apple, Quora, Pinterest, and Square. With $180 million in funding from YC Continuity (Y Combinator), CRV and Tiger Global, we're valued at $1.5 billion in just 3 years. In today's economic climate, the value we offer our customers is more critical than ever and our business is accelerating. We're growing quickly and need your help!

You will:

• Own GTM operations: You will own core GTM operations and strategy – everything from planning to compensation to territories to metric design to reporting to “whatever it takes”

• Be the strategic partner to GTM: You will be a strategic partner to all of our GTM leaders and executive team – whether it’s problem solving, driving initiatives, or just being a shoulder to lean on

• -Drive our business cadence and heartbeat: You will drive the cadence and push the velocity of the GTM org – owning the key meetings, next steps, and outcomes – and ensuring that “expensive” time is not wasted. You will make us faster. 

• Build a top-notch team: You will manage, develop, and hire a high performing team that other B2B SaaS companies will be envious of and talk about as if it were legend

 

Qualifications:

• You have deep GTM experience: You’ve seen the movie before – preferably with a tops down sales motion, $100M+ ARR, 100+ reps, and/or with partnerships/channel experience.

• You write SQL or will learn: You can string together WITH statements with ease, know when to use WHERE vs HAVING, don’t know why anyone would use a RIGHT JOIN, and have opinions about leading commas. If you don’t know these things, you are willing to learn them, despite your seniority. 

• You are your company’s spreadsheets wizard: You’ve tried most the BI tools and would probably pick Excel/GSheets as your favorite; you remember where you were when you learned index-match

• You value data structures: You think in relational data structures and can articulate why you both like and dislike the Salesforce lead object. You know that time spent designing the right structure will save thousands of hours in the future. 

• You move fast, you say yes, when appropriate: You value velocity and output over all else; when stakeholders ask for something, you imagine what “yes” looks like, but know when to push back

• You write well: You enjoy an Amazon style memo, and can storyboard an analysis for the CEO in 10 mins; time permitting, you can make your point in 50% fewer words

• You’re opinionated, but dogmatic: You have battle tested opinions on topics such as sales comp, optimal overassign, hunter / farmer, data enrichment, and opportunity attribution. You’re willing to be convinced you’re wrong. 

• You build great teams: You have tried and trued methods to get the best of people, but you still pine for interesting IC problems vs. just being a manager

• You don’t know what strategic means but know it when you see it: You can go from line-by-line data checking, to Salesforce Flows, to board meeting presentations, to presenting at SKO

• You’re technically inclined: You’ve stepped in as a Salesforce admin and maintained brittle validation rules or Flows/Process Builders; you have good taste in software

You push boundaries: You don’t use the word impossible. There are more creative solutions and tradeoffs to be made. You find a way.

 

The salary range for this role is $200,000 - $225,000. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.

 

Perks & Benefits

At Zip, we’re committed to providing our employees with everything they need to do their best work.

• 📈 Start-up equity

• 🦷 Full health, vision & dental coverage

• 🚠 Team building events

• 🌴 Flexible PTO

• 💻 Apple equipment plus home office budget

• 💸 401k plan

We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!