Senior Manager, GTM Planning & Analytics

HiveMQ•Chicago, IL

About The Position

HiveMQ is hiring a Senior Manager, GTM Planning & Analytics to shape how the company plans and manages revenue. Reporting to the VP of RevOps, this senior individual-contributor role partners closely with Sales, Marketing, and Finance leadership. The position owns annual planning, the company’s revenue KPIs, and end-to-end funnel analysis from MQL to closed won. Its analysis and recommendations are intended to directly inform business decisions and execution.

Requirements

At least 7 years of experience in RevOps, Sales Strategy & Operations, GTM planning, or GTM-focused FP&A; experience at a B2B SaaS startup is preferred.
Hands-on experience owning annual planning, quota setting, and capacity modeling.
Track record of full-funnel analysis across Marketing and Sales, with a clear perspective on funnel leakage and its causes.
Expert Excel or Google Sheets modeling skills; models should be understandable and trusted by others.
Deep Salesforce fluency, including reporting and the data model.
Comfort working with a modern data warehouse and business intelligence stack.
Strong data intuition, including the ability to identify incorrect numbers and distinguish business changes from changes in how data is recorded.
Ability to partner effectively with Sales leadership, Finance, Marketing, and the executive team.
Builder mindset: able to work through ambiguity, connect annual planning to near-term pipeline generation, and assess practically where AI can reduce work for the GTM team.

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 skills, with the ability to query a warehouse directly.

Responsibilities

Lead annual planning, including the bookings model, assumptions, scenarios, and the presentation of the plan 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 to deliver compensation plans that motivate the team.
Set the top-down forecast that anchors the year, pressure-test it against bottom-up pipeline, and manage discrepancies between the forecasts.
Define and govern revenue KPIs, including ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, and cycle time; establish cadences to improve performance.
Analyze the end-to-end funnel, including conversion and velocity by stage, segment, and source, and investigate areas that need deeper analysis.
Build leading indicators across activity, pipeline generation, and forward coverage to identify early 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 in time to act.
Drive recommendations through to decisions and follow up on implementation and results.
Identify when data cannot support a conclusion and lead efforts to address the underlying data issues.