Senior Manager, GTM Planning & Analytics

Overview

This role shapes how the organization plans and runs revenue. Reporting to the VP of RevOps, you’ll partner daily with Sales, Marketing, and Finance leadership as the analytical engine behind the business.

You will own annual planning—including the bookings model, capacity, quotas, and top-down targets—plus the KPIs the business runs on and the funnel end to end, from MQL to closed won. This is a senior individual contributor role with a direct voice in key decisions.

Responsibilities

• Lead annual planning end to end: bookings model, assumptions, scenarios, and the narrative for the executive team and board
• Build capacity, coverage, and productivity models linking hiring plans to expected outcomes
• Design and roll out quotas across segments and roles, including methodology, ramp, proration, and in-year changes; partner with Finance on compensation planning that motivates the team
• Set the top-down forecast anchoring the year; pressure test it against bottoms-up pipeline and own the gap when forecasts diverge
• Define, govern, and operationalize revenue KPIs, including ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, and cycle time; build cadences to improve performance
• Serve as the go-to expert on the funnel, tracking conversion and velocity at every stage by segment and source and knowing when to dig deeper
• Develop leading indicators across activity, pipeline generation, and forward coverage to flag early when the plan is at risk
• Deliver bookings, attainment, and productivity reporting used by GTM leadership; ensure pipeline reviews, forecast calls, and QBRs surface risk early enough to act
• Drive recommendations to decisions and follow through on whether changes were shipped and effective; escalate when the data does not support a conclusion and lead fixes

Requirements

• 7+ years in RevOps, Sales Strategy & Ops, GTM planning, or GTM-focused FP&A, ideally at a B2B SaaS startup
• Hands-on experience owning annual planning, quota setting, and capacity modeling
• Proven full-funnel analysis across marketing and sales, with a strong point of view on where funnels leak and why
• Advanced Excel/Sheets modeling skills, with an ability to build models others can understand and trust
• Deep Salesforce fluency across reporting and data model; comfortable working within a modern warehouse/BI stack
• Strong data intuition, including the ability to catch incorrect numbers quickly and distinguish changes in performance from changes in measurement
• Trusted partnership with Sales leadership, Finance, Marketing, and the executive team
• A builder mindset: able to cut through ambiguity, move from annual planning to near-term pipeline generation without losing context, and stay practical about where AI can reduce GTM workload

Preferred Qualifications

• Experience with PLG or self-serve funnel analytics alongside a sales-led motion
• Experience supporting a technical or dev-led product, ideally in IIoT or data infrastructure
• Advanced SQL experience; prefers extracting answers directly from the warehouse rather than filing tickets

Compensation & Benefits

• Compensation range: $136K - $215K

Additional Information

Job advertisements are open to female, male, and various applicants regardless of age, gender, religion, sexual identity, disability, race, ethnic origin, world view, etc. Selection is based exclusively on qualifications.

For organizational reasons, application documents cannot be returned and no application expenses can be reimbursed.