About the Role
You will translate go-to-market strategy into capacity plans, territories, quotas, and incentive designs across direct and partner motions. You will lead annual planning, target setting, GPU-demand forecasting, and business-plan modeling automation. You will also develop auditable data processes and planning analytics to guide capacity, productivity, and in-year adjustments.
Requirements
•6+ years of experience in GTM planning, quota setting, or productivity-related revenue operations
•Experience with go-to-market design and sales planning
•Experience interacting with C-suite executives and partnering with VP-level leaders
•Advanced analytical and financial modeling skills
•Experience with usage-based or hybrid commercial business models
•Bachelor's degree in engineering, accounting, finance, economics, or another quantitative field preferred
•Experience at an AI/ML infrastructure, developer tools, or API-first company preferred
•Familiarity with manager overrides, overlay roles, marketplace and channel nuances, and self-serve-to-sales-assisted conversions preferred
Responsibilities
•Design and drive the annual go-to-market planning process for the COO organization
•Lead GTM capacity planning and target setting across Sales, Field Engineering, and Customer Success
•Develop target-setting methodologies based on market opportunity, historical performance, and productivity expectations
•Partner with Finance and GTM leadership to model capacity, ramp assumptions, productivity, hiring requirements, and planning scenarios
•Establish planning frameworks and analytics for capacity, quota attainment, productivity, and in-year adjustments
•Design and manage the GPU-demand forecasting process and align with the GPU management team
•Build and own end-to-end processes and tooling to automate business-plan modeling
•Partner with Data Engineering and GTM Engineering to maintain reproducible, auditable source-of-truth data
