Senior Manager, GTM Planning & Analytics

HiveMQ GmbH • Chicago, IL

4d • $136,000 - $215,000

About The Position

HiveMQ is hiring a Senior Manager, GTM Planning & Analytics to shape how the company plans and runs revenue. Reporting to the VP of RevOps, this senior individual-contributor role partners with Sales, Marketing, and Finance leadership and serves as an analytical engine for the business. The role owns annual planning—including the bookings model, capacity, quotas, and top-down targets—as well as revenue KPIs and the end-to-end funnel from MQL to closed won. Its analysis is expected to inform business decisions and actions.

Requirements

• At least 7 years of experience in RevOps, Sales Strategy & Operations, GTM planning, or GTM-focused FP&A; ideally at a B2B SaaS startup.
• Hands-on experience owning annual planning, quota setting, and capacity modeling.
• Track record of full-funnel analysis across marketing and sales, with a strong perspective on funnel leakage and its causes.
• Expert Excel or Google Sheets modeling skills, with a focus on building models others can understand and trust.
• Deep Salesforce fluency across reporting and the data model, and comfort with a modern warehouse/BI stack.
• Strong data intuition, including the ability to detect incorrect numbers and distinguish changes in the business from changes in how data is recorded.
• Ability to serve as a trusted partner to Sales leadership, Finance, Marketing, and the executive team.
• Builder mindset: able to work through ambiguity, move between annual planning and immediate pipeline-generation priorities, and stay practical about applying AI to reduce GTM team workload.

Nice To Haves

• Experience with PLG or self-serve funnel analytics alongside a sales-led motion.
• Background supporting a technical or developer-led product, ideally in IIoT or data infrastructure.
• Advanced SQL and a preference for retrieving answers from the data warehouse directly.

Responsibilities

• Lead annual planning end to end, including the bookings model, assumptions, scenarios, and communications to the executive team and board.
• Build capacity, coverage, and productivity models that connect hiring plans to business outcomes.
• Design and roll out quotas across segments and roles, including methodology, ramp, proration, and in-year changes; partner with Finance on motivating compensation.
• Set the top-down forecast that anchors the year, pressure-test it against bottoms-up pipeline, and own resolution of gaps between them.
• Define and govern revenue KPIs, including ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, and cycle time; build cadences to improve performance.
• Analyze the full funnel, including conversion and velocity by stage, segment, and source.
• Build leading indicators across activity, pipe generation, and forward coverage to flag when the plan is at risk.
• Deliver bookings, attainment, and productivity reporting for GTM leadership, and ensure pipeline reviews, forecast calls, and QBRs surface risks early enough to act.
• Drive recommendations to decisions, follow through on implementation and results, identify when data does not support a conclusion, and lead efforts to address data issues.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed