GTM Strategy & Programs Manager

ShipBob, Inc.; United States; Remote; USD 135,000 - 169,000; Full time

Benefits offered by this job

Medical, Dental, Vision & Basic Life保险

Paid Maternity/Parental Leave

Paid Holidays & Flexible Time Off

Job summary

ShipBob, Inc. is seeking a GTM Strategy and Programs Manager to drive pipeline generation, sales productivity, and revenue growth at the intersection of Revenue Operations and field execution.

You will design, operationalize, and improve go-to-market programs, partnering with Sales, Marketing, Enablement, and RevOps to translate strategy into structured programs and measure outcomes.

Qualifications

• 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.
• MBA required or strongly preferred; prior experience in consulting, finance, or a high-growth startup environment.

Responsibilities

• 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.

Skills

GTM strategy

Revenue Operations

Sales strategy

Consulting

Education

MBA

Tools

Salesforce

Gong

Clay

Claude

Databricks

Tableau

Outreach

Job description

As a member of theShipBobTeam, you will...

• Grow with an Ownership Mindset :We champion continuous learning and innovation.You'lltake on real problems,create tangiblesolutions, anddrive results that move the needleforShipBob,our merchants, and for your own professional growth.Ifyou'reready to do the most meaningful work of your career, this is the place.
• Collaborate with Peers and Leaders Alike: AtShipBob,leaders areaccessible;feedback flows in both directions, andeveryone, regardless of their seniority or role, steps up to help when needed.We hold each other tohigh standardsbecause we trust each other to meet them. That combination of transparency and mutual respect is what makes the work here feel worth doing.
• Experience a High-Performance Culture and Clear Purpose: We are results-driven andclear about what that means: ourgoals are specific, accountability is shared, and every team member can see how their work connects toour mission. When we hit milestones, we celebrate them together. When we fall short, we learn and move forward.

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.

• Medical, Dental, Vision & Basic Life Insurance
• Paid Maternity/Parental Leave Program
• Paid Holidays & Flexible Time Off Program

We recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence; therefore, we encourage people from all backgrounds to apply to our positions.

About You:

Building the world’s leadingfull-stack fulfillment platformischallengingwork. The problems we solve are complex, the pace is fast, and the bar is high.That meansShipBob’senvironmentisn’tthe rightfit for everyone, andthat’sokay.If you are ready to take ownership,push boundaries, andgrow alongside a team that genuinely supports each other, we would love to hear from you.

At ShipBob, every full-time employee gets access to our best-in-class AI and productivity tools from Day 1 at no cost. This isn't a pilot or a perk for select teams. It's standard for everyone. We believe innovation isn't owned by one department. Whether you're in Talent, Operations, Finance, Engineering, or Customer Success, we expect you to ask: how can this be done better, faster, or smarter? These tools are our investment in your ability to find those answers.

Use of AI-Assisted Tools During Recruitment

We may use AI-assisted tools during the recruitment process to support administrative functions such as transcribing interviews, generating summaries or notes, organizing interview feedback, facilitating candidate communications, and helping recruiters identify candidates whose qualifications may align with job requirements. These tools are designed to assist our recruiting team and are not used to make final hiring decisions.Hiring decisions are made by trained human reviewers who consider the candidate's application, interview performance, qualifications, experience, and other relevant factors. AI-assisted tools do not independently determine whether a candidate advances in the hiring process or receives an offer of employment.Where required by applicable law, candidates will be provided with notice regarding our use of AI-assisted technologies and, where available, information about any applicable rights relating to such processing, including the ability to request additional information or opt out of certain AI-assisted processing activities. Candidates who exercise available opt-out rights may be reviewed through alternative processes consistent with applicable law.

ShipBob provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, c ompensation and training.

There is no deadline to apply for this position, as ShipBob accepts applications on an ongoing basis.

We use Greenhouse’s AI-powered Talent Matching tool to compare your application against our job requirements.