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

Overview

This role helps build and scale an Emerging Mid-Market (EMM) planning and reporting engine from a strategic, independent point of view. Working closely with EMM Sales leadership and Finance—along with regular exposure to executive forums—you will transform reactive reporting into forward-looking planning that informs capital allocation, quota/capacity decisions, and operating cadence.

The position sits within the Planning & Reporting Center of Excellence and partners directly with EMM Sales leadership, the VP of SMB Sales, and Finance.

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 (e.g., Gong-based forecasting)
• Maintain the planning source of truth, including weekly channel splits and operational plans, to serve as the single 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 free the team for higher-value work

Quota & Capacity Planning

• Own EMM quota and capacity planning; translate segment targets into seller-level quotas and the inputs required to achieve them
• 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, translating targets into seller-level goals and required inputs
• Advanced modeling in Excel / Google Sheets
• Planning platform proficiency (Anaplan or similar)
• BI tools proficiency (Tableau)
• SQL is a plus
• Agentic AI fluency: 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 must be trusted without re-checking
• Clear communication skills to turn a forecast or capacity model into an executive narrative leaders and Finance act on
• 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 showcasing AI GTM fluency

Compensation & Benefits

This position will be eligible for a cash bonus, equity rewards, and benefits in accordance with applicable plans and programs.

The expected base pay range for this position is:

• Mountain View $163,000 - $220,500
• New York $164,500 - $222,500

Pay offered is based on factors such as job-related knowledge, skills, experience, and work location.

Location

• Mountain View
• New York