GTM Sales Planning Manager
New
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JobgetherTechnology intelligence
Remote work eligibility in selected U.S. states: Arizona, California, Colorado, Connecticut, Washington D.C., Florida, Georgia, Illinois, Indiana, Kansas, Massachusetts, Maryland, Maine, Michigan, Minnesota, Missouri, Mississippi, North Carolina, New Hampshire, New Jersey, New York, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Utah, Virginia, Vermont, Washington, and Wisconsin.Full-TimeManager
SalaryExpected total annual compensation of $175,000–$185,000, inclusive of base salary and variable compensation, depending on location and experience.
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Job Details
- Experience
- 8+ years of experience in GTM Operations, including hands-on responsibility for sales compensation, financial analysis, sales strategy, and territory design.
- Required Skills
- SalesforceMicrosoft ExcelFinancial analysis
Requirements
- Bring 8+ years of GTM Operations experience, including hands-on responsibility for sales compensation, financial analysis, sales strategy, and territory design.
- Have a proven track record designing, executing, and improving annual planning processes and quota models.
- Have working knowledge of compensation plan structures, including sales incentive plans, accelerators, pay mix, and leverage.
- Have foundational understanding of sales compensation platforms such as Xactly or Salesforce Spiff.
- Demonstrate strong analytical skills and data-driven decision-making.
- Have advanced proficiency in Microsoft Excel.
- Have significant experience using AI tools such as Claude or comparable solutions.
- Understand Salesforce data structures and other go-to-market systems.
- Have experience partnering with Sales, Finance, and Legal teams.
- Demonstrate project management capabilities and ability to manage multiple initiatives simultaneously.
- Bring strong communication, interpersonal, organizational, and time-management skills, with attention to detail.
- Be able to work independently and contribute effectively within a collaborative team environment.
- Preferred: Bachelor's degree in Business, Finance, or a related field.
- Preferred: SQL knowledge.
Responsibilities
- Design, build, and maintain the quota database for annual planning and ongoing business operations.
- Lead quota design, assignment, and allocation for new hires.
- Support updated territory and quota rollouts across Sales and Customer Success.
- Partner with Global Variable Compensation teams to validate account coverage, investigate attainment anomalies, and resolve compensation issues involving splits and adjustments.
- Develop, implement, and improve compensation plans aligned with business objectives and growth targets.
- Collaborate with Sales leadership to forecast, model, and plan revenue and sales targets.
- Work with Finance and other stakeholders to administer compensation plans and support accurate, timely payouts with consistent policies.
- Analyze compensation data, refine incentive models, monitor performance metrics, and report trends and outcomes to senior leadership.
- Serve as the primary contact for compensation questions and communicate plans, policies, and changes to sales teams and stakeholders.
- Collaborate with HR, Finance, Sales Operations, IT, and data teams to improve compensation systems, reporting, and technology integration.
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