Collaborate with the GTM Strategy, Revenue Leadership, and Finance teams to define and implement GTM strategies that optimize sales coverage, target market segmentation, and revenue generation.
Drive the end-to-end quota-setting process, ensuring alignment with sales goals, market potential, and individual rep performance.
Analyze and create sophisticated models to calculate and allocate quotas fairly and accurately across the sales organization.
Partner with Sales Operations and Finance teams to calculate and allocate the book of business, ensuring alignment between revenue forecasts, pipelines, and sales targets.
Lead GTM performance analysis, tracking progress against quotas and sales objectives, and provide actionable insights to Revenue Leadership for performance improvement.
Develop and maintain territory allocation models based on market insights, historical performance, and growth opportunities.
Collaborate with Sales Enablement to design and implement training programs, playbooks, and tools that align with GTM strategies and sales execution.
Lead smooth transitions between sales cycles, ensuring that quotas, territories, and sales objectives are effectively updated for new quarters.

Requirements

Strong background in revenue operations, GTM planning, territory management, or related roles within a high-growth, fast-paced sales organization.
Strong analytical skills with expertise in data analysis, modeling, and forecasting methodologies. Proficiency in using analytical tools such as Excel, CRM systems, and business intelligence platforms.
Strong knowledge of tooling as it pertains to sales planning and market segmentation
Deep understanding of sales metrics, pipeline management, revenue forecasting, and GTM strategy alignment.
Proven ability to build strong, collaborative relationships with business partners at all levels.
Demonstrated experience successfully managing and optimizing GTM planning processes, including territory planning, quota setting, and sales cycle transitions.
A self-starter mentality and the ability to thrive in an unstructured, fast-paced environment.
Ability to work asynchronously and manage multiple projects with attention to detail.
Fluency in English (both written and spoken).
Familiarity with sales compensation plans, incentive structures territory allocation models and SFDC is a plus.

Benefits

work from anywhere
flexible paid time off
flexible working hours (we are async)
16 weeks paid parental leave
mental health support services
stock options
learning budget
home office budget & IT equipment
budget for local in-person social events or co-working spaces

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

data analysismodelingforecasting methodologiesterritory managementquota settingsales metricspipeline managementGTM strategy alignmentsales planningmarket segmentation

Soft Skills

analytical skillscollaborative relationshipsself-starter mentalityattention to detailability to thrive in unstructured environmentsproject managementcommunication skillsadaptabilityproblem-solvingleadership