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Senior Manager, GTM Revenue Strategy

San Jose, California, USA

About Zscaler

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.

We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

The Role

We are seeking a Senior Manager, GTM Revenue Strategy to join our GTM Operations team. This is a hybrid role reporting to the VP of GTM Revenue Strategy and Operations. As a critical leader within the CRO organization, you will help define and execute our next phase of growth as we scale to $10B+ in revenue. This is a hands-on, execution-oriented role: you will lead multi-year, driver-based scenario modeling focused on country expansion, business mix, capacity planning, and routes to market. You will be responsible for translating analysis into actionable, commercially sound recommendations for the CRO and GTM leadership team.

What you’ll do (Role Expectations)

  • Build and own the GTM multi-year, driver-based growth model, analyzing business inputs such as geography, new/upsell, segment, product, route to market, and pricing to quantify impact on topline NNACV, ARR, NRR, and margin trajectory
  • Work cross-functionally to develop and assess scenarios for country expansion, including market sequencing, data center investments, ramp timing, and break-even profiles
  • Partner with Sales and Marketing leadership on capacity planning, territory design, and pipeline coverage to ensure GTM investments and coverage align with growth priorities.
  • Model rep ramp, quota attainment, overlay leverage, and channel productivity across segments and geographies to inform strategic decisions
  • Leverage AI to further architect and scale modeling frameworks to simulate complex business scenarios and provide high-fidelity insights for global GTM decision-making

Who You Are (Success Profile)

  • You are a problem-solver who thrives on finding impactful solutions to challenging business problems.
  • You are a high-trust collaborator who values candid, respectful feedback and team success above individual recognition.
  • You operate with urgency, focusing on execution and rapid delivery of high-impact results in a fast-paced environment.
  • You champion simplicity, distilling complex analyses and concepts into clear, actionable plans.
  • You are data-driven, relying on analytics and evidence to guide decisions and measure progress.

What We’re Looking for (Minimum Qualifications)

  • 8+ years’ experience in strategy, investment banking, or consulting, preferably within high-growth technology companies
  • Experience in SaaS/recurring revenue models, with fluency in ARR, NNACV, NRR, CAC, LTV, and margin dynamics
  • Demonstrated expertise building complex, multi-year, driver-based models to inform executive decision-making
  • Proven experience partnering directly with senior GTM leaders on capacity planning, productivity modeling, and route-to-market design. Strong communication skills and business acumen, with the ability to translate complex analyses into concise, compelling stories for executives
  • Experience integrating AI and predictive analytics into strategic modeling 

What Will Make You Stand Out (Preferred Qualifications)

  • MBA preferred

#LI-Hybrid  

#LI-EV1

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$147,000 - $210,000 USD

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

  • Various health plans
  • Time off plans for vacation and sick time
  • Parental leave options
  • Retirement options
  • Education reimbursement
  • In-office perks, and more!

Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

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