Senior Manager, GTM Revenue Strategy
Zscaler, San Jose, CA, United States
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an
AI-forward enterprise , we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here,
impact in your role matters more than title
and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value
constructive, honest debate —we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on
customer obsession , collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
The Role We are seeking a Senior Manager, GTM Revenue Strategy to join our GTM Operations team. This is a hybrid role reporting to the VP of GTM Revenue Strategy and Operations. As a critical leader within the CRO organization, you will help define and execute our next phase of growth as we scale to $10B+ in revenue. This is a hands‑on, execution‑oriented role: you will lead multi‑year, driver‑based scenario modeling focused on country expansion, business mix, capacity planning, and routes to market. You will be responsible for translating analysis into actionable, commercially sound recommendations for the CRO and GTM leadership team.
What you’ll do (Role Expectations)
Build and own the GTM multi‑year, driver‑based growth model, analyzing business inputs such as geography, new/upsell, segment, product, route to market, and pricing to quantify impact on topline NNACV, ARR, NRR, and margin trajectory
Work cross‑functionally to develop and assess scenarios for country expansion, including market sequencing, data center investments, ramp timing, and break‑even profiles
Partner with Sales and Marketing leadership on capacity planning, territory design, and pipeline coverage to ensure GTM investments and coverage align with growth priorities.
Model rep ramp, quota attainment, overlay leverage, and channel productivity across segments and geographies to inform strategic decisions
Leverage AI to further architect and scale modeling frameworks to simulate complex business scenarios and provide high‑fidelity insights for global GTM decision‑making
Who You Are (Success Profile)
You are a problem‑solver who thrives on finding impactful solutions to challenging business problems.
You are a high‑trust collaborator who values candid, respectful feedback and team success above individual recognition.
You operate with urgency, focusing on execution and rapid delivery of high‑impact results in a fast‑paced environment.
You champion simplicity, distilling complex analyses and concepts into clear, actionable plans.
You are data‑driven, relying on analytics and evidence to guide decisions and measure progress.
What We’re Looking for (Minimum Qualifications)
8+ years’ experience in strategy, investment banking, or consulting, preferably within high‑growth technology companies
Experience in SaaS/recurring revenue models, with fluency in ARR, NNACV, NRR, CAC, LTV, and margin dynamics
Demonstrated expertise building complex, multi‑year, driver‑based models to inform executive decision‑making
Proven experience partnering directly with senior GTM leaders on capacity planning, productivity modeling, and route‑to‑market design. Strong communication skills and business acumen, with the ability to translate complex analyses into concise, compelling stories for executives
Experience integrating AI and predictive analytics into strategic modeling
What Will Make You Stand Out (Preferred Qualifications)
MBA preferred
Benefits
Time off plans for vacation and sick time
Parental leave options
Retirement options
In‑office perks, and more!
Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules.
Equal Employment Opportunity Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status or any other characteristic protected by federal, state, or local laws. See more information by clicking on the “Know Your Rights: Workplace Discrimination is Illegal” link.
Base Pay Range: $147,000 - $210,000 USD
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AI-forward enterprise , we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here,
impact in your role matters more than title
and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value
constructive, honest debate —we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on
customer obsession , collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
The Role We are seeking a Senior Manager, GTM Revenue Strategy to join our GTM Operations team. This is a hybrid role reporting to the VP of GTM Revenue Strategy and Operations. As a critical leader within the CRO organization, you will help define and execute our next phase of growth as we scale to $10B+ in revenue. This is a hands‑on, execution‑oriented role: you will lead multi‑year, driver‑based scenario modeling focused on country expansion, business mix, capacity planning, and routes to market. You will be responsible for translating analysis into actionable, commercially sound recommendations for the CRO and GTM leadership team.
What you’ll do (Role Expectations)
Build and own the GTM multi‑year, driver‑based growth model, analyzing business inputs such as geography, new/upsell, segment, product, route to market, and pricing to quantify impact on topline NNACV, ARR, NRR, and margin trajectory
Work cross‑functionally to develop and assess scenarios for country expansion, including market sequencing, data center investments, ramp timing, and break‑even profiles
Partner with Sales and Marketing leadership on capacity planning, territory design, and pipeline coverage to ensure GTM investments and coverage align with growth priorities.
Model rep ramp, quota attainment, overlay leverage, and channel productivity across segments and geographies to inform strategic decisions
Leverage AI to further architect and scale modeling frameworks to simulate complex business scenarios and provide high‑fidelity insights for global GTM decision‑making
Who You Are (Success Profile)
You are a problem‑solver who thrives on finding impactful solutions to challenging business problems.
You are a high‑trust collaborator who values candid, respectful feedback and team success above individual recognition.
You operate with urgency, focusing on execution and rapid delivery of high‑impact results in a fast‑paced environment.
You champion simplicity, distilling complex analyses and concepts into clear, actionable plans.
You are data‑driven, relying on analytics and evidence to guide decisions and measure progress.
What We’re Looking for (Minimum Qualifications)
8+ years’ experience in strategy, investment banking, or consulting, preferably within high‑growth technology companies
Experience in SaaS/recurring revenue models, with fluency in ARR, NNACV, NRR, CAC, LTV, and margin dynamics
Demonstrated expertise building complex, multi‑year, driver‑based models to inform executive decision‑making
Proven experience partnering directly with senior GTM leaders on capacity planning, productivity modeling, and route‑to‑market design. Strong communication skills and business acumen, with the ability to translate complex analyses into concise, compelling stories for executives
Experience integrating AI and predictive analytics into strategic modeling
What Will Make You Stand Out (Preferred Qualifications)
MBA preferred
Benefits
Time off plans for vacation and sick time
Parental leave options
Retirement options
In‑office perks, and more!
Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules.
Equal Employment Opportunity Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status or any other characteristic protected by federal, state, or local laws. See more information by clicking on the “Know Your Rights: Workplace Discrimination is Illegal” link.
Base Pay Range: $147,000 - $210,000 USD
#J-18808-Ljbffr