GTM Strategy & Operations Manager

Confirmed live in the last 24 hours

Justworks

Compensation

$137,500 - $151,250/year

New York, New York

Hybrid

Posted March 23, 2026

Job Description

Who We Are

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.

We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you.

We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team.

Our Values

If this sounds like you, you’ll fit right in.

Department

Revenue Effectiveness

Role Summary

You’ll act as a core business partner to sales and revenue leadership, responsible for designing and executing territory planning, account segmentation and GTM rules of engagement that align SDR/SDO, AE, Revenue Expansion, and CSM motions. You will translate strategic direction into operational frameworks, processes, and measurement—driving greater revenue efficiency, scalability and growth. This is a role that blends strategic thinking, analytical rigor and hands-on process design/operational delivery.

Your Success Profile

What You Will Work On

Partner with SDR/SDO leadership, AE leadership and CSM leadership to define territory and book-of-business design across inbound, outbound and expansion motions.
Develop and maintain an account segmentation model (e.g., TAM, motion, industry, size, geography) that drives assignment of accounts to SDO/SDR, AEs, CSMs and channel/partner motions.
Define and implement rules of engagement for each motion (SDO/SDR → AE hand-off; AE → CSM hand-off; renewals/expansion; referrals), ensuring clarity on roles, responsibilities, and hand-off criteria.
Lead the annual (and quarterly) territory planning and partner with the revenue planning team on capacity modelling process: map accounts/regions, set target capacity, allocate resources, model productivity and growth.
Establish and track KPIs and dashboards for territory coverage, market penetration, rep capacity, pipeline conversion, segment growth, expansion/upsell performance, NRR/NR (Net Revenue Retention / New Revenue) and earned-growth.
Conduct data analysis to identify performance gaps, market opportunity, rep productivity constraints, territory imbalance or segmentation inefficiencies; generate actionable recommendations.
Work cross-functionally with Revenue Enablement (or Go-to-Market Readiness), Marketing Ops, Partner Ops and RevOps teams to ensure process, technology and data alignment (e.g., CRM flows, segmentation logic, reporting structure, automation).
Drive governance for GTM processes: territory change management, quarterly business reviews (QBR) with Sales leadership, forecast accuracy review, sales hygiene.
Bring in future-looking capability: identify where AI/automation can augment territory effectiveness, rep workload balance, lead routing, account prioritization, and hand-off processes—ensuring that the “junior + AI + senior oversight” model scales the motion without degrading high-touch service.
Be a trusted consultant to Sales leadership: translate complex data and segmentation insights into clear business implications; support leadership in decision-making for growth initiatives (new markets, channel/partners, international launches).