GTM Strategy & Operations - Global Sales

Square; San Francisco (CA); Hybrid; USD 180,000 - 280,000; Full time

Benefits offered by this job

Remote work options

Medical insurance

Flexible time off

Retirement plans

Family planning support

Job summary

Square, a leader in fintech payments, is seeking a Manager, GTM Strategy & Operations in San Francisco to shape and execute the Sales organization’s go-to-market agenda.

The role combines strategic rigor with operational execution, owning multi-stakeholder programs end-to-end and translating insights into actionable plans for executives. You’ll partner with Sales, Finance, Analytics and Product/Engineering to improve funnel health and drive revenue growth.

Qualifications

• 5+ years in strategy/operations or revenue operations in SaaS.
• Proven ability to own end-to-end strategic initiatives.
• Strong commercial instincts with revenue impact.

Responsibilities

• Shape GTM strategy and territory design with leadership.
• Lead cross-functional programs with analytics, product, and finance.
• Design operating cadences, dashboards, and KPIs for sales.
• Drive AI-based process improvements to boost productivity.

Skills

GTM Strategy

Cross-functional leadership

Data analysis

CRM & BI

Executive communication

Tools

Salesforce

Looker

Snowflake

Job description

The Role

As the Manager, GTM Strategy & Operations, you'll play a central role in how Square's global Sales organization plans, prioritizes, and executes. You'll pair strategic depth with operational rigor to turn business priorities into results.

This is a builder's role at the intersection of GTM strategy, revenue operations, and cross‑functional execution. You'll own complex, multi‑stakeholder workstreams end‑to‑end, from problem framing through analysis, alignment, and shipped outcomes. You'll serve as a trusted voice in Sales planning, bringing an independent point of view on where our GTM motion needs to evolve.

You'll partner closely with Sales, Finance, Analytics, and Product/Engineering to design the operating cadence, analytical frameworks, and system architecture behind Square's Sales motions. Success is a more efficient operating rhythm, sharper funnel diagnostics, and strategy that translates cleanly into on‑the‑ground action.

This role requires a strong combination of strategic thinking, operational excellence, and executive influence. You will report to the Director of GTM Strategy & Operations, Global Sales.

You Will

• Sales GTM Strategy & Planning:
  • Partner with Sales leadership and Finance to shape the GTM strategy for the Sales organization, including segmentation, territory design, coverage models, and rep engagement frameworks.
  • Own complex, cross‑functional strategic initiatives end‑to‑end: problem framing, business case, stakeholder alignment, execution, and post‑launch measurement.
  • Size opportunities and build data‑driven investment cases that inform capacity planning, incentive design, and where Square directs Sales resources.
• Performance & Productivity Insights:
  • Analyze Sales funnel data to diagnose performance gaps and surface initiatives that improve contact‑to‑close rates, deal velocity, and quota attainment.
  • Partner with Analytics and Finance to define KPIs, stand up dashboards, and operate the WBR/MBR cadence that keeps Sales leadership close to the business.
  • Translate complex analyses into rigorous performance narratives and actionable recommendations that inform leadership decisions.
• Cross‑Functional Execution & Program Management:
  • Lead cross‑functional workstreams across Sales, Marketing, Product, Engineering, Analytics, and Finance, driving clarity, alignment, and structure through ambiguity.
  • Translate business goals into clear technical requirements (PRDs/BRDs) and partner with technical teams to deliver programs on time and to spec.
  • Break large, multi‑quarter initiatives into pilots and iterations; manage the roadmap in collaboration with leadership and cross‑functional partners.
• AI, Automation & Process Innovation:
  • Identify and champion AI‑native opportunities to increase Sales productivity across prospecting, lead scoring, deal support, and rep workflow automation.
  • Partner with CRM, Systems, and Engineering on the design of process, policy, and system architecture, including routing, SLAs, rules of engagement, and handoffs.
  • Stay at the frontier of AI‑native GTM tooling and bring proven new approaches into the team's playbook.

You Have

• 5+ years of experience in strategy and operations, revenue/sales operations, GTM strategy, business operations, or management consulting, ideally within SaaS, FinTech, or high‑growth technology.
• A track record of owning complex, cross‑functional strategic initiatives end‑to‑end — from problem framing through analysis, stakeholder alignment, execution, and measurement.
• Strong commercial instincts and comfort tying operational decisions to revenue outcomes, funnel health, and rep productivity.
• Comfort with ambiguity and a low‑ego, ownership mindset: no task is too small, and you're motivated to build the operating system behind a world‑class Sales organization.
• Excellent communication and stakeholder skills: you can influence senior partners without direct authority and keep cross‑functional teams aligned through ambiguity.
• Hands‑on experience with CRM, BI, and data warehouse tools (e.g., Salesforce, Looker, Snowflake, or equivalents) — able to pull data, translate it into insights, and make it useful for Sales leaders.

About Our Commitment to Inclusion

We're working to build a more inclusive economy where our customers have equal access to opportunity. Block is a proud equal‑opportunity employer. We evaluate all employees and job applicants consistently, based solely on the core competencies required for the role, and without regard to any legally protected class. We are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. Applicants may share any needed accommodations with the recruiter, who will treat these requests confidentially.

Benefits

We offer a range of benefits designed to empower you to do the best work of your career while building the life you want, including remote work options, medical insurance, flexible time off, retirement savings plans, and family planning support.