Principal Sales Revenue Planning

Overview

This role leads the annual planning cycle, revenue forecasting, and strategic roadmap development. You will work at the intersection of Sales, Finance, Marketing, Business Intelligence, and Operations, acting as the primary architect of the marketplace’s supply plan. Responsibilities include annual planning and forecasting of key sales metrics (e.g., opportunities, conversion), consignment supply, and emerging revenue streams such as new channel development and international expansion.

Responsibilities

• Target Setting & Capacity Planning: Lead annual and quarterly sales planning, including channel/regional target-setting, territory design, and headcount capacity planning. Partner with Sales Leadership to align plans and resource allocation with strategic priorities and market opportunities.
• Territory Design & Optimization: Design and optimize data-driven channel strategy and sales territories to maximize market coverage, eliminate friction, and unlock revenue opportunities.
• Strategic Roadmap Development: Partner with Revenue Strategy, Sales Leadership, and Product teams to evaluate, model, and size revenue potential for new business models, strategic initiatives, product features, and geographic expansions.
• Sales Forecasting: Develop and maintain forecasts for revenue aligned with company goals, strategic initiatives, and trends. Build short-term and long-term financial models to predict sales performance and inform resource allocation. Coordinate with Merchandising, Marketing, and Finance to ensure sales plans align with overall financial plans.
• Insights & Reporting: Build and maintain analytics tools and models to track sales performance. Present key trends, risks, and opportunities to senior leadership.
• Process Innovation: Streamline forecasting and analytics processes to improve efficiency and scalability. Evaluate tooling and oversee design and implementation of new modeling, reporting, dashboards, and insights.
• Cross-Functional Collaboration: Work with Finance, Merchandising, Marketing, and Operations to align sales forecasts with company-wide financial goals. Partner with Revenue Operations to integrate forecasting into territory and compensation strategies.
• Leadership: Build and develop a team of Strategic Planners.

Requirements

• Education: Bachelor’s degree in Finance, Economics, Statistics, Business, or a highly quantitative field. An MBA or equivalent advanced degree preferred.
• Experience: 7+ years of experience in strategic finance, revenue management, analytics, or management consulting.
• Analytical Experience: Strong financial modeling and analysis skills. Expert-level proficiency in Excel/Google Sheets. Familiarity with BI tools (e.g., Tableau, Looker, Power BI).
• Sales Model & Resource Understanding: Deep familiarity with sales funnel metrics (leads, conversion, GMV) plus operational understanding of sales capacity modeling, territory allocation, and headcount optimization.
• Forward-Looking, Tech Savvy: Experience with planning software and tools; interest in emerging revenue technologies, including enhancements in planning and forecasting.
• Communication & Alignment: Exceptional written and visual communication skills; proven ability to present insights clearly to sales leaders and cross-functional partners.
• Strategic Thinker: Ability to operate at a high strategic level while maintaining a granular understanding of operational drivers.
• Execution & Ownership: Strong sense of urgency, structural organization, and ownership to manage complex process lifecycles from discovery and synthesis to successful business handoff.

Preferred Qualifications

• MBA or equivalent advanced degree.

Compensation & Benefits

• Expected salary range: $175,000.00–$200,000.00
• Employee Stock Purchase Plan
• 401K with Company Match
• Medical, Dental & Vision Insurance
• Paid Parental Leave
• 9 Paid Company Holidays
• Flexible Time Off (With Manager Approval)

Additional details: Starting pay is determined by factors including primary work location and an evaluation of skills, experience, market demands, and internal parity. Salary is one component of the total rewards package; depending on role, employees may be eligible for a bonus program, incentive pay, and benefits.

Location

Primary work location is a factor in determining starting pay, based on the company’s evaluation of the candidate and market factors.

Equal Opportunity & Accommodations

The organization is committed to providing equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or Veteran status. Qualified applicants are considered regardless of arrest or conviction records.

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Physical Requirements

• Regularly required to sit; use hands to finger, handle, or feel; and talk or hear.
• Occasionally required to stand; walk; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.
• Must occasionally lift and/or move up to 10 pounds.
• Specific vision abilities required include close vision.