GTM Strategy & Programs Manager
Location: Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, WI
Role Description:
ShipBob is looking for a GTM Strategy and Programs Manager to sit at the intersection of Revenue Operations and field execution. In this role, you will own the design, operationalization, and continuous improvement of go-to-market programs that drive pipeline generation, sales productivity, and revenue growth. You will work closely with Sales, Marketing, Enablement, and RevOps stakeholders to translate strategy into structured programs—then measure and iterate on what works. This is a high-visibility, high-impact role on a team that moves fast and holds itself to a high bar.
What you’ll do:
Own the GTM program calendar—design, launch, and manage cross-functional programs spanning pipeline generation, new logo acquisition, expansion, and partner motions.
Partner with Sales leadership to define segment-level plays and operationalize them in Salesforce, Gong, Clay, Claude, or whatever cutting-edge idea you bring—ensuring reps have the right motion at the right stage.
Build program measurement frameworks: define success metrics, instrument tracking in Salesforce and Databricks, and deliver recurring performance readouts to RevOps and GTM leadership.
Oversee quarterly and annual GTM planning cycles in partnership with Revenue Operations, Finance, and go-to-market leaders, including headcount modeling, capacity planning, and segment-level goal setting.
Run strategic projects including ICP refinement, territory design, and GTM model evolution.
Serve as a connective layer between Marketing, Enablement, GTM Engineering, and Sales—ensuring programs are activated, tracked, and continuously improved across the full funnel.
Support board- and exec-level reporting on GTM program ROI, pipeline health, and strategic initiative progress.
Other duties/responsibilities as necessary.
What you’ll bring to the table:
3+ years of experience in GTM strategy, Revenue Operations, sales strategy, investment banking, or management consulting—B2B SaaS or logistics/supply chain exposure is a plus.
Demonstrated ability to take a strategic concept from whiteboard to operationalized program—you know how to build structure around ambiguous problems.
Excellent analytical skills with hands-on experience in Salesforce reporting; familiarity with tools like Gong, Outreach, and BI platforms (Databricks, Tableau, or similar) is a plus.
Exceptional cross-functional communicator—you can work with a VP on strategy in the morning and with a Salesforce admin on execution in the afternoon.
High ownership mindset: you treat programs like a product manager treats a product—you define success, measure outcomes, and keep iterating until it works.
Experience supporting or leading annual planning processes, including quota setting, territory design, or capacity modeling preferred.
MBA required or strongly preferred; prior experience in consulting, finance, or a high-growth startup environment.
ShipBob believes in transparency while providing a competitive total compensation package with a pay for performance approach. We are targeting a salary range of $135,000 - $169,000 for this role. In addition to base salary, this role includes the opportunity to be eligible for participation in the Company's discretionary bonus plan based on Company's plans and in accordance with Company’s policies.
Perks & Benefits:
Medical, Dental, Vision & Basic Life Insurance
Paid Maternity/Parental Leave Program
Paid Holidays & Flexible Time Off Program
Paid Sick Leave
Wellness Days (1 day/quarter)
401K Match
Comprehensive Benefits Package >>> https://www.shipbob.com/careers/
See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob)
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