Sales Operations Manager, GTM Planning – Americas

Climb Channel Solutions NA

. Lead the annual GTM planning cycle (territories, quotas, coverage).

Posted 5/8/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Lead the annual GTM planning cycle (territories, quotas, coverage).
Own in-year rebalancing and adjustments, ensuring consistency and scalability.
Establish and evolve planning methodologies to improve decision quality.
Own segmentation and coverage models, ensuring alignment to growth strategy.
Own and maintain capacity and headcount models (productivity, ramp, allocation).
Identify structural gaps and recommend improvements to drive efficiency and growth.
Translate planning data and business inputs into clear recommendations and tradeoffs.
Develop scenario models (growth, hiring, productivity) to support decision-making.
Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes.
Govern account ownership rules (ROE, territory guides) and ensure adherence.
Own the GTM operating calendar and planning infrastructure.
Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems.
Partner across Sales, Finance, Marketing, and Systems to align on planning priorities and execution.
Lead planning-related initiatives end-to-end, ensuring milestones and outcomes are met.
Drive adoption and consistency across regions and teams.
Present planning recommendations, tradeoffs, and outcomes to senior leadership.
Deliver clear, executive-ready insights on coverage, capacity, and planning decisions.
Simplify complex analysis into actionable insights, risks, and opportunities.

Requirements

What you’ll need

6 – 8+ years of experience in Sales Operations, Revenue Operations, or GTM Planning in a B2B SaaS or high-growth environment.
Proven experience leading annual GTM planning cycles (territories, quotas, segmentation, capacity).
Demonstrated ownership of planning processes and outputs, with accountability for accuracy, consistency, and business impact.
Strong understanding of GTM levers (productivity, pipeline, capacity, coverage) and how they translate to revenue outcomes.
Advanced analytical skills with experience building models, scenarios, and tradeoff analyses.
Experience partnering directly with Sales and Finance leadership to drive planning decisions.
Ability to translate complex data into clear recommendations and influence decision-making.
Strong project and program management skills, with the ability to lead cross-functional initiatives end-to-end.
Excellent communication skills, including experience presenting to senior leadership.
Deep experience with Salesforce and GTM systems.

Benefits

Comp & perks

We take care of our employees.
Competitive salaries.
Meaningful bonus program.
Excellent benefits, including healthcare insurance.
Pension/retirement matching.
Comprehensive life insurance.
Employee assistance program.
Time off plans.
Paid company holidays.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

GTM planningannual planning cyclessegmentation modelscapacity modelsscenario modelinganalytical skillstradeoff analysisproject managementprogram management

Soft Skills

communication skillsinfluencing decision-makingcross-functional collaborationleadershipproblem-solving