GTM Strategy & Planning Manager
About The Position
We're looking for a GTM Strategy & Planning Manager to support the go-to-market planning process across our Commercial, Enterprise, and supporting overlay sales teams. This is an individual-contributor role sitting in GTM Strategy & Operations. You'll help set quotas, design territories, and plan headcount that determine how the sales org is organized and measured. You'll work with sales leadership, Finance, and People/Recruiting, helping translate top-down revenue targets into a bottoms-up operating plan the field can execute against. This is a full-time position based out of our Oakland / Denver / New York / Austin office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.
Requirements
- 4 to 7 years in sales strategy, sales planning, revenue operations, or a comparable analytical GTM role, ideally with exposure to quota-setting and territory design
- Strong organizational and program management skills
- Solid quantitative modeling skills; able to build capacity, quota, and territory models from data, working from existing templates or from scratch
- Working SQL and Salesforce proficiency; comfortable pulling and validating your own data rather than relying solely on pre-built reports
- Ability to help turn ambiguous revenue targets into concrete, defensible operating plans that support sales leadership decisions
- Ability to influence stakeholders across Sales, Finance, and People without formal authority
Responsibilities
- Support annual and quarterly sales quota-setting across the Commercial, Enterprise, and overlay segments, contributing to the top-down/bottoms-up reconciliation across AMER, EMEA, and APAC
- Help apply and maintain the framework and methodology for designing territories that are balanced, distributing opportunity equitably and supporting coverage targets
- Partner with Field Operations team to segment and assign the installed base across the business on a quarterly / semi-annual cadence
- Contribute to headcount planning in partnership with Sales leadership, Field Operations, and Finance, helping tie ramp assumptions and capacity to the revenue plan
- Support development of sales strategy with our Field Operations team: segmentation, coverage model, and go-to-market motion recommendations grounded in pipeline and productivity analysis
- Help design experiments to test current GTM strategy and use the results to inform broader GTM transformations
- Produce recurring capacity, attainment, and productivity analyses that inform in-year adjustments to territories and headcount
- Contribute to top-down revenue and churn forecasts to help the business adapt to changing market conditions
- Partner with other GTM Strategy & Planning teammates to ensure pipeline targets align with the business strategy and goals
Benefits
- 100% employer-paid medical insurance
- Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, including a year-end Global Week of Rest, and volunteer days off.
- RSU stock grants
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
