Senior Revenue Operations Manager - GTM Business Planning

Overview

This role owns the operating system behind how the go-to-market (GTM) organization is planned, incentivized, and scaled. Working at the intersection of Sales, Finance, and Systems, you will architect the annual GTM plan, design incentive compensation programs, and govern processes across quota, territory, and compensation data.

Responsibilities

• GTM Planning & Architecture: Own the annual planning cycle end-to-end, building capacity models and territory frameworks to ensure optimal market coverage and alignment with targets.
• Incentive Compensation Design: Partner with FP&A to architect and govern financially sound sales incentive plans and compensation policies that motivate seller behavior, drive strategic priorities, and eliminate payout leakage.
• Quota Management & Strategy: Establish fair quota methodologies, manage ongoing adjustments for transfers/hires, and evaluate rep productivity to handle market shifts.
• Operations & Governance: Govern monthly sales compensation data within Salesforce and downstream systems to maintain audit-ready accuracy across territories and quotas.
• Systems & Automation: Own the deployment of annual territories and quotas in Salesforce, drive the roadmap for GTM planning systems, and lead automation initiatives to eliminate manual effort and scale operations.

Requirements

• B2B SaaS Experience: 6–8+ years in Revenue/Sales Operations, Sales Comp, FP&A, or GTM Strategy within high-growth, consumption-based B2B SaaS technology companies.
• Annual Planning Execution: Demonstrated success leading annual GTM planning cycles end-to-end (capacity modeling, territory carving, quota setting, and Salesforce deployment).
• Analytics & Technical Proficiency: Advanced expertise in financial modeling (Excel/Google Sheets), business intelligence platforms (Looker, Tableau), and Salesforce architecture (flow automation, custom objects, and schemas). Proven background collaborating with IT and Business Applications teams on CRM data structures and process automation.
• Builder & Leadership Mindset: A “zero-to-one” operator skilled at building scalable GTM systems, translating vague business problems into technical workflows, and leading cross-functional projects.
• Communication & Education: Exceptional stakeholder management and executive presentation skills, paired with a BS/BA degree in Business, Finance, Economics, or a quantitative field.

Preferred Qualifications

• Experience with AI-powered GTM tools for predictive scoring, forecasting, or territory carving.
• Intermediate SQL skills and experience with Snowflake or AWS data pipelines.
• Advanced degree (MBA or related master’s).

Compensation & Benefits

• Estimated Base Pay Range: $131,000—$164,000 USD
• Bonus Eligibility: Eligible for a corporate bonus plan.
• Pay may vary by work location and other job-related factors, including skills, qualifications, and experience.
• Benefits include: healthcare, dental, vision, parental leave and planning, mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, and other competitive benefits.

Additional Information

• Visa sponsorship: not available for this position.

• Background checks: A criminal background check is required to join.

• Work eligibility: All persons hired will be required to verify identity and eligibility to work and complete employment eligibility verification.

• Hiring process note: Qualified applicants with arrest and conviction records may be considered based on individual circumstances and in accordance with applicable law.