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

Overview

This role serves as a strategic planning leader for Emerging Mid-Market (EMM) growth. The position owns the independent point of view for EMM direction, including forecasting, capital-allocation logic, and the operating cadence that turns analysis into executive decisions.

Partner closely with EMM Sales leadership, the VP of SMB Sales, and Finance, with regular exposure to C-suite forums. Responsibilities include transforming reactive reporting into a forward-looking planning engine with accountability for whether the planning model and recommendations work.

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, including weekly accuracy and variance analysis against plan
• Maintain a planning source of truth, including weekly channel splits and operational plans used as the reference for EMM targets

Rhythm of Business & Reporting

• Run the EMM rhythm of business, owning the 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 enable 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 connecting 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., McKinsley, Bain, BCG)
• Proven experience owning forecasting and a revenue point of view, including bottoms-up modeling and variance explanations to plan
• Hands-on quota and capacity planning, translating targets into seller-level goals and required inputs
• Advanced modeling in Excel / Google Sheets; proficiency with a planning platform (Anaplan or similar) and BI tools (Tableau); SQL a plus
• Agentic AI fluency, including experience running State of the Art AI tool stacks 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; trusted numbers without re-checking
• Clear communication skills to turn forecasts or capacity models into decision-ready narratives for leaders and Finance
• Ability to work in a fast-paced, dynamic environment; Bachelor’s in Finance, Economics, Business, or a related quantitative field
• MBA 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
• Experience 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 showcasing AI GTM fluency

Compensation & Benefits

• 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
• Expected base pay range for this position:
  • Sacramento: $163,000 - $220,500
  • San Francisco (Howard Street, CA): $212,000 - $287,000
• Ongoing fair pay comparisons across categories of ethnicity and gender are conducted

Location

• Sacramento
• San Francisco (Howard Street, CA)