GTM Operations Analyst, Principal

Benevity•Calgary, AB

1d•Hybrid

About The Position

We are looking for a GTM Operations Analyst, Principal to serve as the strategic backbone of Benevity's go-to-market planning and performance infrastructure. In this senior individual contributor role, you will own our Annual GTM Planning Cycle, lead TAM/SAM analysis and territory design, and build the analytical foundation that enables confident capacity planning and data-driven board reporting. Working in close partnership with GTM Operations, Revenue Operations, Sales Leadership, Marketing, Product Marketing, Product, and Finance, you will ensure iron-clad business metric accuracy and act as the connective tissue between strategic vision and data-backed execution. The ideal candidate is a seasoned operator with deep analytical expertise, executive presence, and a proven track record of driving transformational GTM programs in a SaaS environment.

Requirements

10+ years of experience in GTM, Revenue, or Sales Operations, with demonstrated experience in annual planning, capacity modeling, and territory design in a SaaS environment.
Advanced knowledge of Salesforce CRM and Excel/Google Sheets required.
Demonstrated experience building and managing bookings/pipeline capacity models and territory design frameworks in close partnership with Finance and Sales leadership.
Ability to synthesize complex, multi-dimensional data sets into clear strategic recommendations for senior executive and board-level audiences.
Genuinely curious about and enthusiastic for the ways AI tools and automation can accelerate GTM operations, from surfacing insights faster and streamlining data workflows to drafting communications and optimizing processes at scale. You see AI as a force multiplier, not a threat, adapt quickly to new technologies as they emerge, and proactively seek ways to embed AI-driven efficiencies into your day-to-day work.
Proven track record of driving alignment and accountability across Sales, Marketing, Finance, Product, and Revenue Operations at the leadership level.
Exceptional written and verbal communication skills with the ability to present to and influence C-Suite stakeholders.
Demonstrated aptitude to ensure data accuracy and integrity at scale, managing complex, interconnected business metrics with precision.
Ability to manage multiple high-priority workstreams simultaneously in a fast-paced, high-growth SaaS environment without sacrificing quality or detail.

Nice To Haves

Experience with ZoomInfo, LeanData, Cloudingo, and Clay is highly valued.
Proficiency in data visualization and BI tools is a strong plus.

Responsibilities

Own and lead the full Annual GTM Planning Cycle, including but not limited to bookings and pipeline capacity modeling in close partnership with GTM Operations, Revenue Operations, and Sales Leadership, ensuring plans are grounded in data, aligned to business objectives, and built for execution.
Partner with Marketing, Product Marketing, Product, Finance, and Revenue Operations on Prospect and Client Total Addressable Market (TAM) and Serviceable Addressable Market (SAM) analysis to build confidence in capacity plans and inform territory design decisions.
Partner with GTM Operations and Sales Leadership on territory design in accordance with TAM/SAM analysis and the capacity model, ensuring equitable, data-driven distribution of accounts and opportunities to maximize revenue potential.
Act as the primary liaison with Revenue Operations and Finance to ensure iron-clad accuracy of all core business metrics — including bookings, ARR, pipeline, and renewal/upsell performance — serving as the ultimate arbiter of data integrity across the GTM organization.
Provide the analytical foundation for GTM Capacity Plan measurement and lead the development and automation of monthly board update materials (slide deck), translating complex operational data into clear, compelling, executive-ready narratives.
Act as a senior thought partner to GTM and Sales Leadership, proactively identifying risks and opportunities in the business and providing data-driven recommendations that inform strategic decisions.