Your RoleAs a member of Zip's GTM Strategy & Operations team, you'll be a key partner to Solution Engineering, Sales, Marketing, and the broader executive team - driving strategic planning, operational execution, and analytical rigor across our revenue engine. This team sits at the intersection of go-to-market execution, company strategy, and systems - giving you a unique seat at the table to shape the trajectory of the business.
You'll partner with Global Solutions Engineering leadership to bring structure to a fast-scaling SE org: standardizing how SEs engage across the deal cycle and driving the cross-functional collaboration with surrounding teams that makes that engagement work in practice.
You'll keep SE capability aligned to a fast-evolving product portfolio - shaping enablement and GTM strategy so a growing team can demo, scope, and defend what's shipping.
What you'll do- Own SE operations for the org: Lead day-to-day operations and long-term planning - the capacity and coverage model, hiring and ramp planning against open headcount, comp plan design, metrics, reporting, and "whatever it takes."
- Act as a strategic thought partner: Be the go-to partner for SE leadership and execs - whether it's solving complex problems, framing key decisions, or bringing structure to ambiguity.
- Drive GTM cadence and accountability: Run the operating rhythm - owning coverage and staffing reviews, pipeline/deal reviews, QBRs, and leadership syncs. You'll push velocity, track outcomes, and ensure every meeting drives impact.
- Lead cross-functional execution: Work across SE, Sales, Marketing, CS, Product, and Finance to drive strategic initiatives forward - bringing a GTM perspective to company-wide efforts and ensuring alignment across teams.
- Build with data: Use SQL, spreadsheets, and BI tools to structure analysis, validate assumptions, and uncover insights that improve GTM execution and drive growth.
- Own special projects: From coverage model design to GTM enablement to redefining our POC motion - you'll own critical, high-impact workstreams that move the business forward.
What We're Looking For- 8+ years of experience in sales strategy, revenue operations, presales/solutions engineering operations, consulting, investing, or a similar high-performance environment.
- Strong analytical and modeling skills - you're fluent in Excel/Sheets and can write SQL or are willing to learn.
- Deep understanding of GTM motions and technical sales cycles, with battle-tested views on SE coverage ratios, POC/technical win rates, demo environment strategy, and capacity planning.
- Experience working closely with GTM systems like Salesforce, Gong, and PreSales platforms
- Excellent written and verbal communication - you can structure thinking clearly, write concise memos, and present to executives with confidence.
- Attention to detail - you go deep on problems, sweat the edge cases, and set the quality bar high.
- High bias for action - you move fast, think in tradeoffs, and find a way forward when others see blockers.
- Technically inclined - you're not afraid of Salesforce Flows, brittle validation rules, or stitching together data across systems.
- A collaborative mindset - you're opinionated but open to all perspectives, and you know how to drive alignment across stakeholders.
- A proven operator - you've managed large, ambiguous projects that required both strategic thinking and tactical execution.
The salary range for this role is $153,000 - $189,000. 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 & BenefitsAt 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
- Catered lunches & dinners for SF or NY employees
- 🚍 Commuter benefit
- 🚠 Team building events & happy hours
- Flexible PTO
- Apple equipment plus home office budget
- 401k plan
