GTM Manager - US SMB

Zoca Cafe; Bengaluru; On-site; INR 450,000 - 750,000; Full time

Job summary

ZOCA is seeking a commercially strong GTM Manager to lead revenue growth across the US SMB segment from its Bengaluru base. You will own both New Business and Existing Customer Revenue, coaching teams to hit ARR/MRR targets, manage pipeline, and drive GRR/NRR improvements.

You will collaborate with leadership to define an operating model, build scalable processes, and ensure a high‑velocity SMB sales motion with data‑driven accountability.

Qualifications

• 10+ years of experience in SaaS, subscription, B2B technology, or 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 high‑velocity SMB sales motions.
• Strong understanding of pipeline management, forecasting, 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.

Responsibilities

• Define and execute US SMB GTM strategy with leadership.
• Develop 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 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.
• 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.
• Ensure the team maintains a healthy and predictable pipeline.
• Partner with Marketing and Product to improve acquisition and conversion.
• 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.
• 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.
• 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.
• 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.

Skills

SaaS Leadership

GTM Leadership

US SMB Experience

Revenue Lifecycle

Data-Driven

Tools

Salesforce

HubSpot

Job description

About ZOCA

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.

This is a high-impact leadership role for someone who understands that sustainable growth comes from managing the entire customer revenue lifecycle - from acquiring new customers to retaining and expanding existing ones.

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.

You will have responsibility across both sides of the revenue equation:

Net New Business: Build pipeline, improve sales execution, increase new customer acquisition, and drive ARR growth.

Existing Customer Revenue: Improve GRR and NRR through retention, expansion, customer engagement, and proactive portfolio management.

You will lead and coach a team across Sales and/or Account Management and be responsible for creating a high-performance, metrics-driven GTM organization.

The ideal candidate has 10+ years of experience in SaaS/subscription businesses, strong SMB expertise, and a proven track record of managing teams while delivering against new business, GRR, and NRR targets.

What Youll Own

You will have direct ownership and accountability across:

• 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 Youll DoGTM Strategy

• Partner with leadership to define and execute ZOCAs 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 Were Looking ForMust 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 weve already acquired

Are we growing the customers weve already won

The Ideal Candidate

You are likely to be a strong fit if you:

Think like a GM: You dont 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 ZOCAs US SMB GTM strategy.
• Own a meaningful part of the companys 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 companys US revenue performance.
• Opportunity to grow into a broader GTM / Revenue leadership role as ZOCA scales.