Staff Revenue Strategy & Operations Manager, GTM Planning
New
H
Horizon3B2B SaaS
US, RemoteFull-TimeManager
SalaryBase salary range: $170,000 - $210,000 annually. Additional compensation: All full-time roles are eligible for an equity package in the form of stock options.
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Job Details
- Experience
- 8+ years in GTM planning, sales strategy and operations, revenue operations or sales finance in B2B SaaS
- Required Skills
- SalesforceMicrosoft ExcelGoogle Sheets
Requirements
- 8+ years in GTM planning, sales strategy and operations, revenue operations or sales finance in B2B SaaS.
- End-to-end ownership of at least one global annual planning and quota cycle.
- Expertise in capacity modeling, ramp and productivity assumptions, quota methodology and headcount planning.
- Experience turning a top-down revenue target into a territory, capacity and quota plan across segments and regions, including direct and channel motions.
- Ability to build clear, reviewable models in Excel or Google Sheets.
- Ability to pull data from Salesforce.
- Experience with a planning platform or BI tool is a plus.
- Strong analytical rigor, including identifying data discrepancies and presenting options.
- Ability to influence executives and sales leaders and align stakeholders across Sales, Finance and Recruiting.
- Experience running planning cycles to a published timeline and setting standards adopted by other teams.
Responsibilities
- Own the GTM side of the long-range plan with Finance, covering headcount by role and region, hiring timing, ramp, productivity and capacity.
- Reconcile the plan to the budget monthly so the plan, roster and projections align.
- Build and maintain a capacity model, keep approved roles and start dates current, and align hiring assumptions with Recruiting.
- Run annual and in-year planning, including timelines, inputs, decision forums and sign-off.
- Allocate Finance-approved targets into segment, team and role-level quotas using capacity, territory potential and productivity history.
- Set goals beyond quota, including pipeline generation, conversion, SE and top-of-funnel targets agreed with Marketing, Channel and SDR.
- Define performance and efficiency metrics, review the numbers, set reporting requirements and validate Analytics reporting.
- Own governance for in-year quota, territory and headcount changes, and run documented scenario planning for leadership.
- Align with FP&A and regional partners so regional inputs are reflected in the model and global and regional plans tie.
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