Senior Manager, GTM Business Planning

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee go-to-market planning and the operational execution throughout the revenue organization.

• Manage annual and quarterly GTM planning cycles, which encompass bookings targets, capacity and hiring models, segmentation, and coverage.

• Develop quota methodologies and territory frameworks, and oversee in-year adjustments for hires and transfers.

• Implement territories and quotas within Salesforce.

• Administer the go-to-market operating cadence, including business reviews, forecasting, and performance reporting.

• Collaborate with Sales, Marketing, Customer Success, and Finance leaders to create and maintain revenue forecasts.

• Partner with FP&A and People Operations to design incentive compensation plans, payout scenarios, and compensation policies.

• Monitor quota attainment, ramp-up, and hiring pace, offering insights into hiring requirements, ramp challenges, and coaching opportunities.

• Create executive dashboards and reports detailing bookings, productivity, pipeline health, retention, win rates, and various performance metrics.

• Ensure audit-ready quota, territory, and compensation data is maintained across Salesforce and downstream systems.

• Enhance lead management, funnel progression, pipeline generation, and campaign performance.

• Optimize renewal, expansion, retention, and revenue reporting processes.

• Guide headcount planning, organizational design, capacity modeling, and resource allocation.

• Mentor and develop the Pipeline Analyst, Segmentation & Market Analyst, and Pricing Manager.

• Drive the planning tools roadmap and automate manual planning processes.

• Spearhead cross-functional GTM initiatives from strategy to execution.

• Present business performance updates, strategic recommendations, and insights to senior leadership.

⛳️ Requirements

• Over 7 years of experience in Go-to-Market Strategy, Revenue Operations, Sales Operations, Business Operations, Finance, or a related field.

• At least 2 years of experience leading strategic planning, business planning, or revenue operations initiatives within a SaaS or technology organization.

• Demonstrated experience in managing and developing teams, with the capability to guide analysts and cross-functional planning partners.

• Proven track record in managing annual and quarterly planning processes across Sales, Marketing, Customer Success, or other go-to-market functions.

• Strong expertise in forecasting, pipeline management, territory design, quota setting, capacity planning, and performance management.

• Experience in designing incentive compensation plans, modeling payout scenarios, and formulating compensation policies.

• Ability to analyze complex business data, construct executive dashboards, and convert insights into actionable recommendations and measurable plans.

• In-depth understanding of the B2B SaaS revenue lifecycle, covering marketing, sales, customer success, renewals, and expansion.

• Strong financial acumen and experience in business modeling, headcount planning, compensation, and revenue analysis.

• Proficient in managing and optimizing Salesforce, business intelligence, and other go-to-market technology ecosystems.

• Experience in enhancing data governance, automating planning processes, and promoting the adoption of operational tools.

• Exceptional communication, presentation, project management, and stakeholder management abilities, with a talent for influencing senior leaders and collaborating effectively across departments.

• Highly organized, detail-oriented, and adept at thriving in a fast-paced, dynamic environment with a focus on continuous improvement.

• Bachelor’s degree in Business, Finance, Economics, Marketing, or a related field; MBA is preferred.

🏝️ Benefits

• Medical, Dental & Vision (including domestic partnerships).

• Employer Paid Life Insurance & Employee/Spouse/Child Supplemental Life Insurance.

• Voluntary Short/Long Term Disability Insurance.

• 401K (Roth/Traditional).

• A generous PTO plan that acknowledges your commitment and seniority (including paid Bereavement/Jury Duty, etc).