Senior Manager, GTM Strategy and Ops

Description:

Zafran is on a mission to stop the exploitation of vulnerabilities everywhere. We’re rethinking how security teams prioritize risk, and we’re building something no one else has: a new operating model that defuses the threats that matter most—fast.

We’re looking for an experienced and driven Senior Manager, GTM Strategy and Ops to be the commercial and analytical backbone of our go-to-market motion. This is not your average operations role. You’ll own our deal desk end to end, run the monthly GTM reviews leadership relies on, and act as the connective tissue between Sales, Finance, and Legal—all at one of cybersecurity’s most transformative companies. If you love turning messy questions into fast, confident decisions and want broad ownership from day one, keep reading.

About Zafran:

Our Mission: To stop the exploitation of vulnerabilities, everywhere.

What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran’s Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of “critical” vulnerabilities can’t actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters.

Who’s behind us: Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations.

We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!

What you will do:

• GTM analysis: Analyze past and future GTM activities to surface trends, risks, and opportunities that inform pricing, targeting, and investment decisions

• Monthly GTM reviews: Build and run monthly GTM reviews covering funnel health, KPIs, and performance gaps, and translate findings into clear recommendations

• Deal desk: monitor quotes, deal review and approval for non-standard terms, finalize implementation and manage quoting tool, maintain OF templates and keep the pricing calculator accurate and up to date

• Legal operations: Serve as the business lead between the Sales team and Legal- helping Legal prioritize and project-manage commercial legal work and keeping deals moving to timely resolution

• Decision support: Deliver financial and GTM analyses that enable quick, confident decision-making by GTM and Finance leadership

• Strategic projects: Lead strategic and cross-functional projects as requested, from process and systems improvements to new commercial initiatives

Requirements:

• 5–7 years of experience in GTM strategy, revenue/sales operations, deal desk, strategic finance, or FP&A

• Technical, and highly familiar with GTM systems such as Salesforce, CPQ tools,

• Strong analytical capabilities, with the ability to turn data into clear, actionable recommendations

• An AI-first employee- reach for AI tools by default to work faster and smarter, and look for ways to apply them across the function

• Experience working closely with Sales, Marketing, CS and Finance leaders

• Skilled in creating financial models and analysis; excellent in Google Sheets as well as financial and GTM tools

• Experience implementing new systems and processes and creating automations

• SaaS / Cyber industry experience—an advantage

• Willingness to take on additional projects and responsibilities as needed

• Ability to work independently, proactive, fast learner, and self-motivated

• Accurate, with great attention to detail

• Team player

At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining!

We also provide access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one.

At Zafran, we’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table.

If you’re curious, fun, and someone who gets things done, we’d love to meet you