Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.
At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.
As the Revenue Operations Manager focused on Territory Strategy & Operations, you’ll play a critical role in accelerating revenue growth and maximizing seller productivity through data-driven investment strategy, scalable territory design and consultative partnership with leaders across the business. You will be the architect of our Territory Strategy & Operations framework; managing the operating cadence, orchestrating consistency across business functions, ensuring smooth execution of day-to-day operations, supporting cross-functional GTM initiatives, ensuring accuracy and scalable design of key systems, and proactively identifying and leading projects that drive Gong forward. This is a unique opportunity to craft the operational blueprint for a business critical function at a pivotal phase of growth. We need you to help keep this rocketship on course!
QUALIFICATIONS- Drive operational excellence by applying global best practices and regional expertise to streamline workflows and remove operational bottlenecks within the territory design and planning process both annually and in-year. .
- Ensure smooth execution of GTM initiatives through comprehensive impact analysis, cross-functional stakeholder alignment, change management roadmaps and proactive communication.
- Conduct deep-dive research and data analysis to inform and validate strategic recommendations
- Serve as a key partner for Sales and RevOps, providing the dashboards, reporting tools, and regional insights necessary to optimize territory performance.
- Drive continuous improvement by challenging legacy frameworks with a builder’s mindset.
- Redesign territory models and processes for global scalability and long-term operational durability.
- Partner with Sales leadership, Strategy and Finance to optimize territory compositions, conducting quantitative and qualitative analyses to align territories with business goals, headcount plans while ensuring every rep is given sufficient opportunity for success.
- Analyze historical performance, market potential, and account data to inform segmentation and coverage plans.
- Support GTM planning cycles by delivering territory assignments, whitespace analysis, and coverage recommendations.
- Maintain accurate territory mapping in Territory Management and CRM systems (e.g., Fullcast, Salesforce), ensuring data integrity and change management.
- Lead special projects such as market expansion, vertical alignment, or rep capacity modeling.
- You are within commuting distance of one of our listed hub locations and can be in-office 2x per week
- 3–5+ years of experience in Revenue Operations, Sales Strategy, or a related GTM planning function.
- Deep understanding of B2B SaaS go-to-market models, sales territories, and segmentation strategies.
- Strong analytical skills with experience in Excel, SQL, and BI tools (e.g. Tableau, Retool).
- Proficiency with CRM systems, especially Salesforce; experience with territory management tools a plus (e.g. Fullcast, Pigment, Anaplan)
- Excellent cross-functional collaboration and stakeholder management skills.
- Comfortable navigating ambiguity in a fast-paced, high-growth environment.
- We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
- Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
- Mental Health benefits with covered therapy and coaching.
- 401(k) program to help you invest in your future.
- Education & learning stipend for personal growth and development.
- Flexible vacation time to promote a healthy work-life blend.
- Paid parental leave to support you and your family.
- Company-wide recharge days each quarter.
- Work from home stipend to help you succeed in a remote environment.
The annual salary hiring range for this position is $149,000 - $175,000 USD.
Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.
We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.
We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.
Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.
To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.
Skills Required
- 3-5+ years of experience in Revenue Operations, Sales Strategy, or related GTM planning function
- Deep understanding of B2B SaaS go-to-market models, sales territories, and segmentation strategies
- Strong analytical skills with experience in Excel, SQL, and BI tools
- Proficiency with CRM systems, especially Salesforce
- Excellent cross-functional collaboration and stakeholder management skills
- Comfortable navigating ambiguity in a fast-paced, high-growth environment
Gong Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Gong and has not been reviewed or approved by Gong.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, with medical/dental/vision options and strong employer support for mental health and fertility benefits. Added items like HSA/FSA support and disability coverage further strengthen the overall protection package.
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Leave & Time Off Breadth — Time-off policies are framed as generous, including flexible or unlimited PTO alongside paid holidays and periodic company-wide recharge days. Paid parental leave is also highlighted as meaningful for many life stages.
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Equity Value & Accessibility — Equity is described as a major component of total rewards, with RSUs, refreshers, and an ESPP contributing to upside potential for certain roles and levels. Spot bonuses and commission structures add to the perceived attractiveness of the broader rewards mix in some functions.
Gong Insights
What We Do
We created the Revenue Intelligence category to enable leading revenue teams to get the unfiltered truth about their customer interactions, their deals, and transform the way they go to market.
Why Work With Us
Each department strives to be the best at its craft, yet, we're here to win as a team as well! From our engineers working with the latest in machine learning, to our world-class sales and success teams, we’ve created an inclusive culture where everyone is set up for success.
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