GTM & Capacity Planning Manager
Clio - Cloud-Based Legal Technology
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteSalary
💰 $109,100 - $147,500 per year
Job Level
Mid-LevelSenior
About the role
- You’ll take on complex communication and planning challenges with a direct and measurable impact on strategic decisions that shape Clio’s growth trajectory.
- Your work will support accurate fiscal planning and revenue target setting.
- Owning the annual and quarterly planning processes for SMB and Enterprise businesses, including account segmentation, coverage model design, global quota-setting, resource allocation, and revenue forecasting.
- Building and refining complex planning models (quota, capacity, territory) to translate business processes into structured analytical models that provide clear insights on revenue impact and GTM efficiency.
- Analyzing sales productivity, market trends, the competitive landscape, and funnel dynamics to surface strategic growth opportunities and risks.
- Driving a comprehensive approach to planning that aligns long-term business strategies with tactical execution through the recommendation of hiring targets and schedule, revenue goals, and allocation of resources across regions, segments, and GTM motions.
- Identifying and expanding Total Addressable Market (TAM) to drive GTM strategy, leveraging a deep understanding of market dynamics and operational constraints.
- Serving as a trusted expert by providing strategic recommendations and delivering solutions that support high-level growth and scaling initiatives.
- Collaborating cross-functionally to create formal networks and drive aligned execution across senior leadership, Marketing, Business Operations, and Finance.
- Partnering with Finance, Sales & CS Operations, Business Operations, Marketing, Sales, and CS leaders, and other stakeholders to support quota and target setting, territory design, and ROI modeling to achieve Clio’s revenue targets.
- Demonstrating independent judgment to identify, structure, and resolve policy and process gaps, data inconsistencies that impede the planning lifecycle while designing new governance policies to drive consistency in GTM and capacity planning.
- Owning and delivering complex analyses on sales and CS performance metrics (e.g., pipeline generation trends, forecast accuracy, rep productivity, and sales capacity gaps), and translating data into clear, actionable narratives for senior leadership.
- Developing impactful presentations, dashboards, and reports that provide actionable insights into business health and identify levers to unlock growth.
Requirements
- 3+ years of experience in Consulting, Revenue Operations, Finance, preferably in the SaaS industry, with a focus on business strategy and modeling, and deep expertise in GTM planning
- Clear and compelling storytelling abilities that distill complex information and concepts simply and concisely for a variety of audiences.
- Superior written and verbal communications skills with experience preparing strategy memos, white papers and presentations for an executive audience.
- A breadth of experience interacting across marketing, sales, finance, and business operations.
- An analytical mindset with fluency in data; comfortable diving into metrics and data to extract insights and tell compelling stories.
- A demonstrated ability to take initiative and manage multiple, complex, competing priorities.
- The ability to earn trust and collaborate with sponsors and key stakeholders at all levels to establish a shared vision, common goal framework and prioritization principles where no formal authority exists.
Benefits
- Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
- Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.
- Flexible time off policy, with an encouraged 20 days off per year.
- EAP benefits for you and household members, including counseling and online resources
- 401k matching and Child Education Savings
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
revenue forecastingquota settingcapacity planningterritory designdata analysisGTM strategyfinancial modelingsales productivity analysismarket trend analysisROI modeling
Soft skills
communication skillsstorytellinganalytical mindsetinitiativecollaborationtrust buildingprioritizationproblem solvingpresentation skillsexecutive communication