市场拓展（GTM）战略与运营分析师，客户管理
GTM Strategy & Operations Analyst, Account Management
在 Vanta，我们的使命是帮助企业在赢得和证明信任方面取得成功。我们相信安全应持续监控和验证，我们赋能企业实践更佳的安全措施，并轻松证明其有效性。Vanta 拥有一支友善且才华横溢的团队，虽然一些成员有之前的安全经验，但许多人在没有该经验的情况下也在 Vanta 取得了成功。
作为 Vanta 的 GTM 策略与运营分析师、客户管理岗位，你将支持我们全球客户管理组织的日常运营和战略执行。你将与客户经理和客户管理领导紧密合作，提升预测、销售漏斗生成、续约、扩展、订单管理以及整体运营严谨性。
Vanta 的收入运营旨在通过构建可扩展流程、提供可操作的洞察并消除运营摩擦，为我们的 GTM 团队释放收入。在客户管理领域，这意味着帮助我们的团队留住并增长客户，同时建立运营基础设施和领导者需要的有效经营可见性。
此职位的成功取决于你能否以速度和精准度开展工作，将数据转化为可操作的见解，与前线建立牢固的合作关系，并持续改进我们的客户管理组织的运作方式。
你在 Vanta 作为 GTM 策略与运营分析师、客户管理岗位的工作内容包括：
- 作为客户经理和客户管理领导的关键运营合作伙伴，协助解决与账户归属、参与规则、续约、扩展、销售漏斗和 GTM 数据相关的日常运营问题和升级事项。
- 主导并支持客户管理的运营节奏，包括定期预测和销售漏斗准备、业务评审、评分卡和绩效报告。
- 审查续约、扩展、销售漏斗和留存表现，识别趋势、风险和机会，并将这些发现转化为对客户管理领导层的明确建议。
- 定期对销售漏斗、机会、账户簿、预测和 CRM 数据质量进行审计，以提高数据质量和运营纪律。
- 支持订单管理和账户变动，确保账户归属和区域变更准确且一致地执行。
- 与客户管理领导合作，改进销售漏斗生成和扩展动作，包括跟踪目标达成情况并识别提升转化和执行的机会。
- 开发和维护相关工具及流程，以支持客户管理团队的高效运作。
查看英文原文
At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.
As a GTM Strategy & Operations Analyst, Account Management at Vanta, you will support the day-to-day operations and strategic execution of our global Account Management organization. You’ll partner closely with Account Managers and AM leadership to improve forecasting, pipeline generation, renewals, expansion, book management, and overall operational rigor.
Revenue Operations at Vanta aims to unlock revenue for our GTM teams by building scalable processes, delivering actionable insights, and removing operational friction. Within Account Management, this means helping our teams retain and grow customers while creating the operating infrastructure and visibility leaders need to run the business effectively.
Success in this role is determined by your ability to operate with speed and precision, turn data into actionable insights, build strong partnerships with the field, and continuously improve how our Account Management organization operates.
What you’ll do as a GTM Strategy & Operations Analyst, Account Management at Vanta:
- Serve as a key operational partner to Account Managers and AM leadership, helping resolve day-to-day operational questions and escalations related to account ownership, Rules of Engagement, renewals, expansion, pipeline, and GTM data.
- Own and support the AM operating rhythm, including recurring forecast and pipeline preparation, business reviews, scorecards, and performance reporting.
- Inspect renewal, expansion, pipeline, and retention performance to identify trends, risks, and opportunities and translate those findings into clear recommendations for AM leadership.
- Run recurring audits across pipeline, opportunities, account books, forecasting, and CRM hygiene to improve data quality and operating discipline.
- Support book management and account movement, ensuring account ownership and territory changes are executed accurately and consistently.
- Partner with AM leadership to improve pipeline generation and expansion motions, including tracking performance against targets and identifying opportunities to improve conversion and execution.
- Develop and maintain source-of-truth reporting and operating metrics for Account Managers and leaders, primarily within Salesforce and other GTM systems.
- Partner closely with Systems, Analytics, Finance, Deal Desk, and other Revenue Operations teams to identify and implement process and tooling improvements.
- Manage competing priorities across recurring operational responsibilities and strategic projects, communicating tradeoffs and ensuring deadlines are met.
- Support cross-functional initiatives from requirements gathering through rollout, documentation, enablement, and ongoing adoption.
How to be successful in this role:
- Strong understanding of B2B SaaS post-sales and Account Management motions, including renewals, retention, expansion, forecasting, and pipeline management.
- Strong analytical and problem-solving capabilities, with the ability to identify a business challenge, quantify its revenue or customer impact, and recommend a path forward.
- Ability to move comfortably between day-to-day operational execution and broader process improvement.
- Strong stakeholder management skills and the ability to build trusted partnerships with Account Managers and AM leadership.
- Excellent communication skills, including the ability to synthesize complex data into clear insights and recommendations for senior leaders.
- Strong attention to detail and a high bar for data accuracy and operational execution.
- Strong proficiency in Excel or Google Sheets and comfort analyzing large datasets.
- Advanced Salesforce reporting and dashboard experience.
- Ability to manage multiple priorities in a fast-moving environment while maintaining clear communication around progress, risks, and tradeoffs.
- A mindset of continuous improvement—you look beyond completing the task at hand to identify how we can make the underlying process more scalable and effective.
- Must be authorized to work in the U.S. without the need for current or future employer sponsorship.
- Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.
What you can expect as a Vanta’n:
- Industry-competitive salary and equity
- Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and cellphone stipend
- Commuter benefits for team members who report to the SF and NYC office
- Family planning benefits
- Matching 401(k) contribution with immediate vesting
- Flexible PTO policy, plus 80 hours of Sick Time
- 11 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events!
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.
#LI-remote
At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.
About Vanta
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.
Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.
Referral Instructions
If you are being referred for the role, please contact that person to apply on your behalf.