Senior GTM Operations Manager

Location: Strava London Workplace: Hybrid ABOUT STRAVA Strava is the app for active people. With over 200 million athletes in more than 185 countries, it’s more than tracking workouts—it’s where people make progress together, from new habits to new personal bests. No matter your sport or how you track it, Strava’s got you covered. Find your crew, crush your goals, and make every effort count. Start your journey https://www.strava.com/subscription with Strava today. Our mission is simple: to motivate people to live their best active lives. We believe in the power of movement to connect and drive people forward. ABOUT THE ROLE The Strava for Business team partners with the world's leading brands and agencies to inspire active communities and connect with athletes in meaningful ways. Our sponsorship solutions offer an innovative alternative to traditional advertising — rooted in motivation, community, and real-world impact. We're growing fast and quote-to-cash rigor is the foundation of that growth. Today, the individual stages of our commercial process have clear owners across Sales, Creative Solutions, Partner Marketing Science, Legal, Product and Finance. The gap is in how those stages work together end to end. This role sits within GTM Strategy & Operations, reporting into the Global Lead of the function. This is a high-impact, high-autonomy role. You'll work at the intersection of all teams that are involved in our quote-to-cash process. This is a role for someone who excels in taking complex go-to-market problems, redesign the underlying process and drive change across teams, systems and ways of working. We follow a flexible hybrid model that translates to more than half of your time on-site in our London, UK office — three days per week. WHAT YOU'LL DO • Own and improve quote-to-cash. Map the end-to-end commercial journey, identify bottlenecks and redesign processes so deals move cleanly from opportunity through delivery and revenue recognition. • Lead cross-functional quote-to-cash transformation. Work across Sales, Partner Marketing Science, Creative solutions, Legal, Finance, IT and Product to solve problems that sit between functions and drive improvements through to completion. • Integrate new products and capabilities. Make sure new propositions can be quoted, contracted, delivered, reported, invoiced and recognised cleanly before they scale. • Improve business systems and handoffs. Design better workflows across the commercial stack, including HubSpot, Ironclad, delivery tooling, billing and revenue systems. Ensure data, ownership and approvals move cleanly between them. • Build operational visibility. Establish the KPIs, reporting and escalation mechanisms needed to understand where the commercial engine is working - and where it is not. • Own the transformation roadmap. Help make the operating model real by ensuring global design is informed by regional and XFN teams needs and can be deployed effectively. WHAT YOU’LL BRING TO THE TEAM • Minimum 5+ years of relevant experience in quote-to-cash, revenue productivity, commercial learning, go-to-market enablement, strategy and operations, product operations, program management or a closely related field. • Hands-on experience running or redesigning quote-to-cash, covering at least two of quoting, contracting, order management, billing and revenue recognition handoffs, and working directly with Legal and Finance. • A proactive mindset with the ability to navigate ambiguity, drive and execute initiatives, and deliver results in a fast-paced, dynamic environment. • Comfort operating in a builder environment — you're not inheriting a playbook; you're helping create it. You thrive with autonomy, move quickly through ambiguity, and are energised by building from zero. • Ability to map complex processes, identify root causes and design simpler, scalable operating models. • Strong communication, stakeholder management, and storytelling skills, with comfort presenting recommendations and direction to stakeholders. • Demonstrated ability to manage multiple projects, prioritize effectively, and meet deadlines. • A detail-oriented, methodical, and process-driven mentality that is focused on both accuracy and efficiency. • Demonstrated ability to operate at the intersection of Sales, Product, Legal, Finance, and regional teams, with strong influence in a matrixed environment. IDEALLY, YOU'LL ALSO BRING • Experience in adtech, media, advertising platforms or digital partnerships, with an understanding of the operational complexity behind deal delivery, measurement, creative operations, contracting and revenue recognition. • Familiarity with CRM platforms (e.g., Salesforce, HubSpot), Asana, Ironclad. WHAT SUCCESS LOOKS LIKE • The end-to-end commercial process is documented and ownership is clear. • The biggest quote-to-cash bottlenecks have been identified and materially removed. • Critical handoffs between teams and systems are more reliable and measurable. • New products can enter the commercial process without bespoke workarounds. • Leadership has a clear view of operational health and where intervention is needed. • GTM operations are built ahead of the business's growth rather than catching up with it. For information on benefits, please click here https://docs.google.com/document/d/e/2PACX-1vQaL4k0r5qTzPPaz8ijiQE4zKfTUTfKaT9T5SGrNryOI6myGi7L5PtJs6l5iUF5hmVzFpJl0k6cLxWF/pub. WHY JOIN US? Movement brings us together. At Strava, we’re building the world’s largest community of active people, helping them stay motivated and achieve their goals. Our global team is passionate about making movement fun, meaningful, and accessible to everyone. Whether you’re shaping the technology, growing our community, or driving innovation, your work at Strava makes an impact. When you join Strava, you’re not just joining a company—you’re joining a movement. If you’re ready to bring your energy, ideas, and drive, let’s build something incredible together. Strava builds software that makes the best part of our athletes’ days even better. Just as we’re deeply committed to unlocking their potential, we’re dedicated to providing a world-class, inclusive workplace where our employees can grow and thrive, too. We’re backed by Sequoia Capital, TCV, Madrone Partners and Jackson Square Ventures, and we’re expanding in order to exceed the needs of our growing community of global athletes. Our culture reflects our community. We are continuously striving to hire and engage teammates from all backgrounds, experiences and perspectives because we know we are a stronger team together. Strava is an equal opportunity employer. In keeping with the values of Strava, we make all employment decisions including hiring, evaluation, termination, promotional and training opportunities, without regard to race, religion, color, sex, age, national origin, ancestry, sexual orientation, physical handicap, mental disability, medical condition, disability, gender or identity or expression, pregnancy or pregnancy-related condition, marital status, height and/or weight. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. California Consumer Protection Act Applicant Notice https://docs.google.com/document/d/e/2PACX-1vSc8y6On4NlP5s12hf4kmWe_pvenVyQ78TbtVaz_clROhj9ADQ6kY4YScglBIuY2joKFKalOReX7vP_/pub