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

Overview

This role supports Emerging Mid-Market (EMM) planning for a fast-growing, high-leverage business within a larger franchise. The position is responsible for creating an independent forecast and revenue point of view, translating strategy into capital-allocation logic, and building the operating cadence that turns analysis into executive decisions.

Working within the Planning & Reporting Center of Excellence, the role partners closely with EMM Sales leadership, the VP of SMB Sales, and Finance, with regular exposure to C-suite forums. It transforms reactive reporting into a forward-looking planning engine—one owner for the fact base, the model, and the recommendation, with accountability for results.

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 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 (WBR/QBR), including 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., McKinsey, Bain, BCG)
• Proven experience owning forecasting and a revenue point of view, including bottoms-up modeling and explaining variance to plan
• Hands-on quota and capacity planning experience, including 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 is 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; numbers are trusted without re-checking
• Clear communication skills to turn forecast or capacity models into narratives leaders and Finance act on
• Comfort 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
• 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

This position is 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. The organization conducts regular comparisons across categories of ethnicity and gender to drive ongoing fair pay.

Expected Base Pay Range For This Position

• Sacramento: $163,000 - $220,500
• San Francisco Howard Street, CA: $212,000 - $287,000

Location

• Sacramento
• San Francisco Howard Street, CA