GTM Manager – US SMB

Zoca; Bengaluru; On-site; INR 2,500,000 - 5,000,000; Full time

Job summary

ZOCA is seeking a commercially strong GTM Manager to drive revenue growth across the US SMB segment. You will partner with leadership to define and execute the GTM strategy, build an operating model across new business, retention, and expansion, and scale a high-velocity SMB sales motion.

You will own Net New and expansion revenue, improve pipeline quality, and coach managers and contributors on prospecting, demos, negotiations, and closing.

Qualifications

• 10+ years of experience in SaaS, subscription, B2B technology, or a similar recurring-revenue business.
• Proven experience managing and leading GTM / Sales / Account Management teams.
• Strong experience in the US SMB market.
• Proven track record of delivering Net New Business, GRR, and NRR targets.
• Experience managing both new business acquisition and existing customer revenue.
• Strong understanding of the full SaaS revenue lifecycle.
• Experience building and managing high-velocity SMB sales motions.
• Strong understanding of pipeline management, forecasting, sales productivity, retention, and expansion.
• Strong communication and stakeholder management skills.
• Experience working with US customers and teams while based in India.

Responsibilities

• Lead and coach the GTM team to drive revenue growth in the US SMB segment.
• Define and execute ZOCA's US SMB GTM strategy with leadership.
• Develop an operating model across new business, retention, and expansion.
• Identify opportunities to optimize the full revenue funnel from prospecting to renewal.
• Create strategies to increase revenue velocity and GTM efficiency.
• Build repeatable processes and playbooks to scale the team.
• Own Net New ARR/MRR targets and pipeline acceleration.
• Monitor churn, retention, and expansion metrics and take corrective actions.

Skills

GTM strategy

Sales leadership

Revenue growth

Forecasting

CRM experience

Tools

Salesforce

HubSpot

Job description

ZOCA is building products that help businesses simplify their operations, improve customer engagement, and drive growth. As we scale our US SMB business, we are looking for a commercially strong GTM Manager to help build and manage our revenue engine across both Net New Business and Existing Customer Revenue.

ZOCA is building products that help businesses simplify their operations, improve customer engagement, and drive growth. As we scale our US SMB business, we are looking for a commercially strong GTM Manager to help build and manage our revenue engine across both Net New Business and Existing Customer Revenue.

About ZOCA

The Role

We are looking for a GTM Manager who will work closely with the leadership team to drive revenue growth across the US SMB segment.

What You'll Own

• Net New ARR / MRR
• New customer acquisition
• Sales pipeline and conversion
• Sales productivity
• GRR – Gross Revenue Retention
• NRR – Net Revenue Retention
• Customer churn
• Expansion revenue
• Upsell and cross-sell
• Team performance and productivity
• Forecast accuracy
• GTM processes and operating cadence

What You'll Do: GTM Strategy

• Partner with leadership to define and execute ZOCA's US SMB GTM strategy.
• Develop a clear operating model across new business, retention, and expansion.
• Identify opportunities to improve the full revenue funnel — from prospecting and acquisition through retention and expansion.
• Develop strategies to increase revenue velocity and improve overall GTM efficiency.
• Identify market trends, customer segments, and sales opportunities that can accelerate growth.
• Build repeatable processes and playbooks that allow the team to scale.

Net New Business

• Lead and coach the team responsible for acquiring new US SMB customers.
• Establish clear expectations around pipeline generation, conversion, sales velocity, and revenue attainment.
• Drive consistent achievement of new business ARR/MRR targets.
• Review pipeline quality, deal progression, conversion rates, and forecast accuracy.
• Coach managers and individual contributors on prospecting, discovery, demos, negotiation, and closing.
• Identify bottlenecks in the sales funnel and implement strategies to improve conversion.
• Develop a strong outbound sales culture focused on creating pipeline rather than relying solely on inbound demand.
• Ensure the team maintains a healthy and predictable pipeline.
• Partner with Marketing and Product to improve acquisition and conversion.

GRR & Retention

• Own the strategy and operating cadence for Gross Revenue Retention across the US SMB customer base.
• Establish proactive processes to identify and mitigate churn risk.
• Partner with Account Management / Customer Success leaders to build effective retention strategies.
• Analyze churn trends and identify root causes across customers, products, segments, and cohorts.
• Develop repeatable churn-save, win-back, renewal, and downgrade-prevention strategies.
• Ensure the organization has strong visibility into upcoming renewals and at‑risk revenue.
• Build accountability around retention targets at both the team and individual level.

NRR & Expansion

• Own the strategy for increasing Net Revenue Retention across the existing customer base.
• Build a repeatable expansion engine across upsell, cross-sell, additional locations, plan upgrades, and other revenue opportunities.
• Ensure Account Managers proactively identify and pursue expansion opportunities.
• Develop frameworks for identifying accounts with high expansion potential.
• Monitor expansion pipeline and revenue performance.
• Coach the team on commercial conversations, value selling, negotiation, and closing expansion opportunities.
• Balance customer value and commercial growth to create sustainable expansion.

Team Leadership

• Lead, coach, and develop a high-performing GTM team.
• Set clear goals, KPIs, and expectations for Sales and Account Management teams.
• Establish regular operating rhythms including pipeline reviews, forecast reviews, retention reviews, and performance reviews.
• Use data to identify performance gaps and create targeted coaching plans.
• Develop high performers and create clear career paths within the organization.
• Hold the team accountable to outcomes while creating a culture of ownership and continuous improvement.
• Recruit, onboard, and develop GTM talent as the organization scales.

Revenue Operations & Metrics

• Build and maintain a strong GTM dashboard across the customer lifecycle.
• Monitor key metrics including:
• Net New ARR / MRR
• Pipeline coverage
• Win rate
• Sales velocity
• Average deal size
• GRR
• NRR
• Gross churn
• Expansion ARR
• Renewal rate
• Customer health
• Rep productivity
• Forecast accuracy
• Establish a predictable forecasting process across both new and existing revenue.
• Identify trends and take corrective action before targets are missed.
• Create a culture where the team knows its numbers and understands the levers that influence them.

What We're Looking For: Must Have

• 10+ years of experience in SaaS, subscription, B2B technology, or a similar recurring-revenue business.
• Proven experience managing and leading GTM / Sales / Account Management teams.
• Strong experience in the US SMB market.
• Proven track record of delivering Net New Business, GRR, and NRR targets.
• Experience managing both new business acquisition and existing customer revenue.
• Strong understanding of the full SaaS revenue lifecycle.
• Experience building and managing high-velocity SMB sales motions.
• Strong understanding of pipeline management, forecasting, sales productivity, retention, and expansion.
• Demonstrated experience coaching and developing sales/account management teams.
• Strong commercial acumen and ability to translate strategy into measurable revenue outcomes.
• Excellent analytical skills and comfort operating with revenue metrics.
• Strong communication and stakeholder management skills.
• Experience working with US customers and teams while based in India.

Strongly Preferred

• Experience in a high-growth SaaS startup.
• Experience managing teams across Sales, SDR, Account Management, or Customer Success.
• Experience owning a combined revenue number across acquisition and existing customers.
• Experience building GTM processes and playbooks from the ground up.
• Experience with Salesforce, HubSpot, or similar CRM platforms.
• Strong experience with SMB businesses where sales cycles are relatively short and transaction volume is high.
• Experience building outbound sales motions.
• Experience creating structured retention and expansion programs.

What Success Looks Like

Your primary goal is to build a predictable and scalable US SMB revenue engine.

Success Will Be Measured Through

New Business

• Net New ARR / MRR attainment
• New customers acquired
• Pipeline coverage
• Win rate
• Sales velocity
• New business forecast accuracy

Existing Business

• GRR
• NRR
• Gross churn
• Renewal rate
• Expansion ARR
• Upsell / cross-sell revenue
• Customer health

Team

• Team quota attainment
• Rep productivity
• Pipeline generation
• Forecast accuracy
• Coaching effectiveness
• Employee development and retention

Ultimately, you should be able to answer three questions at any point:

Are we acquiring enough new customers?

Are we retaining the revenue we've already acquired?

Are we growing the customers we've already won?

The Ideal Candidate

You are likely to be a strong fit if you:

• Think like a GM: You don't see Sales, Customer Success, and Account Management as separate functions. You understand how they collectively drive revenue.
• Own the number: You are comfortable being accountable for revenue outcomes, not just activity metrics.
• Know SMB: You understand the economics and operating model of a high-volume, high-velocity SMB business.
• Are commercially sharp: You know how to balance acquisition, retention, and expansion to maximize recurring revenue.
• Are a strong people leader: You can hire, coach, motivate, and hold teams accountable.
• Are data-driven: You use metrics to diagnose problems and make decisions rather than relying on intuition alone.
• Build systems: You create repeatable processes, playbooks, operating rhythms, and accountability structures that scale beyond individual performers.
• Are highly execution-oriented: You can move from strategy to action quickly and consistently.

Why Join ZOCA?

• Work directly with leadership to shape ZOCA's US SMB GTM strategy.
• Own a meaningful part of the company's recurring revenue engine.
• Influence both Net New Business and NRR/GRR rather than operating within a single silo.
• Build and scale GTM processes, teams, and playbooks.
• Work in a high-velocity SaaS environment with significant room for growth.
• Have direct ownership and visibility into the company's US revenue performance.
• Opportunity to grow into a broader GTM / Revenue leadership role as ZOCA scales.

Skills: gtm,revenue,sales