Sales Operations Manager, GTM Planning (Americas)

Delinea•Redwood City, CA

About The Position

Delinea is seeking an Americas Sales Operations Manager to own and lead the GTM planning system across the Americas, including execution, governance, and continuous improvement. This role is accountable for how GTM planning is structured, executed, and maintained across the business, including territories, quotas, segmentation, coverage models, and capacity planning. You will lead the annual planning cycle and oversee in-year adjustments, ensuring outputs are data driven, scalable, and aligned to company growth objectives. As a central partner to Sales, Finance, Marketing, and Business Systems, you will drive crossfunctional alignment, influence decision-making, and ensure planning outputs are accurately implemented across systems and teams. This is a high-impact role requiring strong ownership, judgment, and the ability to lead complex, cross-functional planning initiatives end-to-end. This role is accountable for the accuracy, consistency, and business impact of GTM planning outputs across the Americas.

Requirements

6 – 8+ years of experience in Sales Operations, Revenue Operations, or GTM Planning in a B2B SaaS or high-growth environment
Proven experience leading annual GTM planning cycles (territories, quotas, segmentation, capacity)
Demonstrated ownership of planning processes and outputs, with accountability for accuracy, consistency, and business impact
Strong understanding of GTM levers (productivity, pipeline, capacity, coverage) and how they translate to revenue outcomes
Advanced analytical skills with experience building models, scenarios, and tradeoff analyses
Experience partnering directly with Sales and Finance leadership to drive planning decisions
Ability to translate complex data into clear recommendations and influence decisionmaking
Strong project and program management skills, with the ability to lead cross-functional initiatives end-to-end
Excellent communication skills, including experience presenting to senior leadership
Deep experience with Salesforce and GTM systems

Responsibilities

Lead the annual GTM planning cycle (territories, quotas, coverage)
Own in-year rebalancing and adjustments, ensuring consistency and scalability
Establish and evolve planning methodologies to improve decision quality
Own segmentation and coverage models, ensuring alignment to growth strategy
Own and maintain capacity and headcount models (productivity, ramp, allocation)
Identify structural gaps and recommend improvements to drive efficiency and growth
Translate planning data and business inputs into clear recommendations and tradeoffs
Develop scenario models (growth, hiring, productivity) to support decision-making
Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes
Govern account ownership rules (ROE, territory guides) and ensure adherence
Own the GTM operating calendar and planning infrastructure
Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems
Partner across Sales, Finance, Marketing, and Systems to align on planning priorities and execution
Lead planning-related initiatives end-to-end, ensuring milestones and outcomes are met
Drive adoption and consistency across regions and teams
Present planning recommendations, tradeoffs, and outcomes to senior leadership
Deliver clear, executive-ready insights on coverage, capacity, and planning decisions
Simplify complex analysis into actionable insights, risks, and opportunities