Define and own the GTM region & segment target-setting methodology
Translate company-level revenue goals into quotas across segments, roles, and regions
Drive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadership
Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions)
Continuously refine segmentation based on core KPIs and market dynamics
Ensure segmentation is consistently applied across planning and territory execution
Evolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagement
Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios)
Identify opportunities to improve growth and efficiency
Translate analysis into clear, actionable recommendations for leadership
Partner closely with Sales leadership to ensure plans are credible and executable in the field
Incorporate field feedback into planning iterations
Deliver clear, executive-ready narratives to support planning decisions
Drive how targets and segmentation are implemented in systems (e.g., Salesforce, BI tools)
Partner with data and systems teams to ensure accuracy, scalability, and consistency
Improve usability and reliability of planning data across GTM workflows

7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment
Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design
Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)
Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisions
Proven ability to translate business goals into structured plans and field-ready targets
Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools)
Strong communication and stakeholder management skills with the ability to influence senior leaders
High ownership and ability to lead complex, cross-functional workstreams end-to-end

Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts
Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)
401(k) retirement plan with employer match
Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)
Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)
Mental health and wellness support
Employer-paid basic life and disability coverage
Annual learning and development stipend to fuel your professional growth
Daily meals in our offices, and meal delivery credits as eligible
Relocation support for eligible employees
Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

GTM Planning Operations

Key skills