GTM Strategy & Operations Manager

San Francisco, CA
Sales – Revenue Operations /
Full-time /
Are you ready to power the World's connections?

If you don’t think you meet all of the criteria below but are still interested in the job, please apply.  Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

About the role:

We are seeking a dedicated GTM Strategy & Operations Manager with a proven track record in top-of-funnel recurring revenue cycle, ideally with experience in open source or similar enterprise software environments. The GTM Strategy & Operations Manager will play a critical role in ensuring a healthy demand generation, attraction and conversion by providing operational and strategic support to SDR and Marketing team. This position is perfect for an operating specialist or Sr. analyst/ strategist who has contributed to building and implementing top of funnel strategies to increase volume, drive velocity and improve conversion rate for early-stage enterprise products in an entrepreneurial setting.

Why should you want to work at Kong?  

Market Opportunity - We are on a quest to build a $10b+ software company over the next few years and need YOUR help!
Why APIs Matter? APIs have been enabling innovation for decades!
Strong VC team, Series D, strong year over year revenue growth!

Technical Leadership - We are recognized as the leader in innovation in the connectivity space.
Marco, our CTO/co-founder - “We are the Cisco of L4 and L7” - CUBE Conversation, March 2021
We are the leading innovator in the connectivity space!

Amazing Team & Culture - Come be a "Konger" and find out what we mean.
Great Place to Work Certified in 2020 & 2021
Kong employees exemplify our culture at our 2022 Sales Kickoff
2022 Forbes Cloud 100 Honoree

Building Great Products - Learn why the world's largest companies love our tech!
Kong Named in the Leaders Quadrant of the Gartner® Magic Quadrant™ for API Management for the Fourth Consecutive Year
Over 250m+ downloads of our open source API gateway!  Over 40k+ stars on Github between Kong API and Kong Insomnia!

What you'll be doing:

    • Lead annual SDR GTM planning process to include fiscal year/long-range modeling, investment ROI analysis, headcount planning, quota and capacity setting, territory planning
    • Partner with leadership to design and implement the SDR GTM structure, segmentation and coverage model.
    • In partnership with SDR and Marketing, provide visibility and performance tracking on the health of business, lead funnel monitoring, SDR efficiency and productivity key performance metrics via business intelligence applications
    • Lead execution of the top-of-funnel operating cadence globally supporting management inspection throughout the lead/ contact to opportunity and mid-sales stage life cycle across SDR and Sales organization.
    • Support SDR leadership with content preparation for key management reporting needs to include but not limited to Quarterly Business Reviews
    • Drive CRM accuracy, lead & pipeline analytics, forecasting and ad hoc regional reporting requirements.
    • Ensure efficient lead/ outbound velocity and monitor lead management processes, make recommendations on process improvement initiatives regarding lead routing, lead execution, outbound initiatives and campaigns, etc.
    • Participate in regular meetings with Marketing, Sales, Finance and various other teams to assist in addressing issues, building plans and driving change management.
    • When requested, assess inquiries directed to the VP of SDR, determine the proper course of action and delegate to the appropriate individual to manage.
    • Ensure all Sales Leadership team issues are addressed properly, efficiently and judiciously, and keep track of progress until resolved.
    • Any additional tasks required by the manager

Who you are...

    • Experience with SFDC (Sales Cloud, CPQ), Clari, Outreach, Zoominfo and similar tools
    • Demonstrable competence with Google G-Suite tools
    • Excellent quantitative and analytical skills, a data-driven mindset
    • Strong customer service attitude, ability to work independently and in a fast-paced environment
    • Excellent written and communication skills.
    • 3-5 year relevant business experience
    • A team player who works well in a collaborative environment.
    • BA/BS in a quantitative field, MBA or related graduate degree a plus
    • If you don’t meet all of the requirements listed here, we still encourage you to apply because skills can be used in lots of different roles at Kong.
$120,000 - $145,000 a year
Kong has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. Compensation varies depending on a wide array of factors, including but not limited to specific candidate location, role, skill set and level of experience. Certain roles are eligible for additional rewards including sales incentives depending on the terms of the applicable plan and role. Benefits may vary depending on location. US based employees are typically offered access to healthcare benefits, a 401(k) plan, short and long term disability benefits, basic life and AD&D insurance, among others. The typical base pay range for this role in the US is $130,000.

What is a Konger? 

We are a group of makers, thinkers, and doers focused on helping today’s developers build tomorrow’s technology. Our teams work on the bleeding edge of API innovation to provide our users with a central nervous system for data and services. 

We put design at the heart of everything we do, and we’re relentlessly focused on creating beautiful experiences for our customers. That’s why technology companies, major banks, e-commerce innovators, and government agencies put Kong in front of their most important web applications. 

We believe in the power of Open Source and everything it stands for. That’s why developers around the world enthusiastically contribute on top of our open-source platform. 

We are passionate about solving challenges that will fundamentally shape the future of technology, and we’re looking for the right people to join us on our mission. If you believe in taking ownership of your work, making an impact, and having fun along the way, we would love to talk to you.

Kong Core Values: 

We are CUSTOMER CHAMPIONS. Customers are everything, we put them at the center of everything we do. We are all empowered to make an impact.

We are OWNERS. We are drivers, not passengers and own the quality and outcomes of our work.

We are UNSTOPPABLE. We work with purpose, obsession, and grit. It takes muscle to do hard things and doing hard things builds muscle.

We are REAL. We are genuine, principled, and confident without arrogance. Show respect and kindness, especially in tough moments.

We Are ACCELERATORS. We prioritize speed, iteration, and results.

We are GLOBAL. We work together from anywhere to achieve our common goals. Our differences make us stronger.

We are EXPLORERS. We value ideas over hierarchy. Never accept the status quo. We make bold bets, fail, and learn everyday. There is always a way.

About Kong: 

Kong is THE cloud native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). Loved by developers and trusted with enterprises’ most critical traffic volumes, Kong helps startups and Fortune 500 companies build with confidence – allowing them to bring solutions to market faster with API and service connectivity that scales easily and securely. 

83% of web traffic today is API calls!  APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another.  Therefore, we believe that APIs act as the nervous system of the cloud.  Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!  

For more information about Kong, please visit or follow @thekonginc on Twitter.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.