Senior GTM Strategy & Operations Manager

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. As a Senior GTM Strategy & Operations Manager at Vanta, you'll combine hands-on operational ownership with strategic problem solving to help shape the future of our Partner business. The GTM Strategy & Operations team partners with Sales and Channel leadership to design the processes, systems, governance, and insights that enable predictable, scalable revenue growth. We're building the operational infrastructure that helps our go-to-market teams move faster today while positioning the business to scale tomorrow. In this role, you'll start by owning key day-to-day Channel Operations to develop a deep understanding of the business. From there, you'll partner closely with Channel leadership and GTM Operations to identify opportunities, lead cross-functional initiatives, and build scalable solutions that improve the partner experience, simplify how we operate, and support Vanta's long-term growth. What you’ll do as a Senior GTM Strategy & Operations Manager at Vanta: - Become the operational backbone for Vanta's Partner business by owning core day-to-day Channel Operations while developing a deep understanding of our GTM motion, systems, and partner ecosystem.

• Partner closely with Channel leadership, GTM Operations, Business Systems, Finance, and Marketing to evolve Vanta's long-term Channel operating model and operational strategy.
• Lead high-impact strategic initiatives across the partner ecosystem, including partner programs, deal registration, partner attribution, Rules of Engagement, pricing strategy, territory and account governance, and partner lifecycle management.
• Design and implement scalable processes, governance, and reporting that reduce operational complexity while improving the experience for sellers and partners.
• Translate ambiguous business problems into clear operational recommendations, balancing immediate business needs with long-term scalability.
• Build trusted relationships across the business by serving as both a hands-on operator and a strategic thought partner to Channel leadership.
• Drive initiatives from strategy through execution, measuring outcomes and continuously improving how Vanta operates.

• Proven ability to balance day-to-day operational execution with long-term strategic thinking, using operational insights to design scalable solutions that improve how the business operates.
• Demonstrated success designing and evolving Channel Operations programs, including areas such as deal registration, partner attribution, partner programs, Rules of Engagement, territory and account governance, partner lifecycle management, or related GTM processes.
• Strong business acumen with the ability to translate ambiguous business challenges into clear operational strategies and measurable business outcomes.
• Experience leading complex, cross-functional initiatives and influencing senior stakeholders across Sales, Channel, RevOps, Finance, Systems, and Marketing.
• Excellent analytical and problem-solving skills with a data-driven approach to decision-making, prioritization, and continuous improvement.
• Experience partnering closely with Business Systems and Analytics teams to build scalable processes, reporting, and operational infrastructure.
• Proficiency with Salesforce and modern GTM technologies; experience with partner ecosystem tools or PRM platforms is a plus.
• Previous experience in Channel Sales or Channel Account Management is a plus and provides valuable perspective on the partner experience.
• Thrives in a fast-paced, evolving environment and enjoys building new capabilities, challenging the status quo, and continuously improving existing operations.
• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state.

• Highlight concrete examples where you built or streamlined partner processes, especially in Salesforce or PRM tools.
• Prepare a brief case study that shows how you turned ambiguous data into a clear operational recommendation.
• Emphasize cross‑functional collaboration experience; be ready to discuss how you influenced senior stakeholders.
• Bring metrics from past roles (e.g., reduction in deal‑registration turnaround time) to demonstrate impact.
• Research Vanta’s security‑verification platform and be prepared to articulate how you would translate its value to partners.
• When negotiating, inquire about equity refresh schedules and remote‑work allowances as part of the total package.
• Watch for vague descriptions of reporting responsibilities; ask clarifying questions about the tools and data sources you’ll manage.