GTM Strategy & Operations Analyst, Account Management
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Job Description
GTM operations analyst supporting Vanta’s trust-management platform through Account Management forecasting, renewals, and expansion. Building Salesforce reporting, audits, and scalable revenue processes.
Responsibilities:
- Serve as an operational partner to Account Managers and AM leadership, resolving operational questions and escalations related to account ownership, Rules of Engagement, renewals, expansion, pipeline, and GTM data
- Own and support the AM operating rhythm, including forecast and pipeline preparation, business reviews, scorecards, and performance reporting
- Inspect renewal, expansion, pipeline, and retention performance to identify trends, risks, and opportunities
- Translate findings into recommendations for AM leadership
- Run recurring audits across pipeline, opportunities, account books, forecasting, and CRM hygiene
- Support book management and account movement, ensuring ownership and territory changes are executed accurately
- Partner with AM leadership to improve pipeline generation and expansion motions
- Develop and maintain source-of-truth reporting and operating metrics, primarily within Salesforce and other GTM systems
- Partner with Systems, Analytics, Finance, Deal Desk, and Revenue Operations teams on process and tooling improvements
- Manage competing priorities across recurring operations and strategic projects
- Support cross-functional initiatives from requirements gathering through rollout, documentation, enablement, and adoption
Requirements:
- Strong understanding of B2B SaaS post-sales and Account Management motions, including renewals, retention, expansion, forecasting, and pipeline management
- Strong analytical and problem-solving capabilities
- Ability to move between day-to-day operational execution and broader process improvement
- Strong stakeholder management skills
- Excellent communication skills, including synthesizing complex data into clear insights and recommendations for senior leaders
- Strong attention to detail and high standards for data accuracy and operational execution
- Strong proficiency in Excel or Google Sheets and comfort analyzing large datasets
- Advanced Salesforce reporting and dashboard experience
- Ability to manage multiple priorities in a fast-moving environment
- Must be authorized to work in the U.S. without the need for current or future employer sponsorship
- Open to using AI to amplify skills and strengthen work
Benefits:
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who report to the SF and NYC office
- Family planning benefits
- Matching 401(k) contribution with immediate vesting
- Flexible PTO policy, plus 80 hours of Sick Time
- 11 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events
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