Central Planning, Sr Strategy & Ops Manager — Emerging Mid-Market

Overview

This role is responsible for building and driving an independent planning and forecasting engine for Emerging Mid-Market (EMM). You will establish the business’s independent point of view on where it is going, the capital-allocation logic that determines where the next dollar and seller capacity should be directed, and the operating cadence that turns analysis into executive decisions.

Working within the Planning & Reporting Center of Excellence and partnering closely with EMM Sales leadership, the VP of SMB Sales, and Finance, you will transform reactive reporting into forward-looking planning. The role serves as the single owner for the fact base, model, and recommendation, with accountability for whether the approach works.

Responsibilities

Forecast & World-View

• Build and own an independent EMM forecast and revenue point of view (not a roll-up of others’ numbers)
• Drive forecast hygiene and deal-signal discipline (e.g., Gong-based forecasting), including weekly accuracy and variance analysis against plan
• Maintain the planning source of truth, including weekly channel splits and operational plans, as the single reference for EMM targets

Rhythm of Business & Reporting

• Run the EMM rhythm of business (own WBR/QBR cadence, materials, and follow-through on decisions)
• Produce business performance reporting that sales leadership and Finance trust and act on
• Automate recurring reporting to reduce manual effort and free the team for higher-value work

Quota & Capacity Planning

• Own EMM quota and capacity planning; translate segment targets into seller-level quotas and required inputs
• Build and maintain a CAC-rightsized capacity model that connects investment to required capacity and expected output
• Manage Anaplan hierarchy and planning data integrity; partner with Finance on forecasting and quota setting

Requirements

• 5–8+ years in sales planning, revenue/sales operations, FP&A, or business analytics at a SaaS or technology company
• Strategy consulting experience (e.g., McKinsey, Bain, BCG)
• Proven experience owning forecasting and a revenue point of view, including building bottoms-up models and explaining variance to plan
• Hands-on quota and capacity planning experience, translating targets into seller-level goals and inputs required to hit them
• Advanced modeling in Excel/Google Sheets
• Proficiency with a planning platform (Anaplan or similar) and BI tools (Tableau)
• SQL is a plus
• Agentic AI fluency, including experience running a State of the Art AI tool stack with agentic go-to-market use cases
• Strong command of the sales funnel and core B2B SaaS metrics (pipeline, conversion, productivity, and ARR)
• Exceptional attention to detail and data integrity
• Clear communication skills to turn a forecast or capacity model into an executive-ready narrative for leaders and Finance
• Comfort in a fast-paced, dynamic environment
• Bachelor’s in Finance, Economics, Business, or a related quantitative field
• MBA is a plus

Preferred Qualifications

• Experience standing up or running a rhythm of business (WBR/QBR) for a sales organization
• Familiarity with Anaplan hierarchy management and forecasting tools such as Gong
• Track record of automating recurring reporting to reduce manual effort
• Familiarity with QuickBooks Advanced or the SMB / Emerging Mid-Market segment
• Prior partnership with Finance on forecasting and quota setting
• GitHub repositories to showcase AI GTM fluency

Compensation & Benefits

Competitive compensation package with a pay-for-performance rewards approach. This position will be eligible for a cash bonus, equity rewards, and benefits in accordance with applicable plans and programs. Pay offered is based on job-related knowledge, skills, experience, and work location.

Location

• Mountain View: $163,000 - $220,500 (expected base pay range)
• New York: $164,500 - $222,500 (expected base pay range)