Overview In this role you own scalable GTM planning through data-driven models and infrastructure. You partner with GTM, Finance, and Sales Ops to design segmentation, book-of-business, quotas, and headcount plans. You implement end-to-end, defensible models across Direct, Expansion, and Benefits motions to drive revenue growth. You'll turn strategy into concrete rules-based execution and maintain transparency and auditability across planning cycles. This is a platform-minded, cross-functional role with a strong impact on how the business scales.
Compensation / Benefits- competitive base pay
- benefits
- equity (RSUs)
- Total Rewards philosophy
Responsibilities- Own segmentation and book-of-business design for Direct, Expansion, and Benefits sales, translating strategy into rules-based models
- Maintain balanced books across reps and teams, including rebalancing for hires, departures, or territory changes
- Set and document account assignment, routing, and reclassification rules; resolve edge cases
- Ensure segmentation and book structures reflect in Salesforce and downstream systems
- Own end-to-end quota setting for Direct, Expansion, and Benefits, translating targets into capacity-based quotas
- Maintain quota models and ensure defensible, equitable quotas aligned with book design and headcount
- Coordinate with RTM, Finance, and Sales Compensation to align quotas with plans and targets
- Partner on headcount and capacity planning; model hiring needs and monitor capacity vs. opportunity
- Collaborate with GTM Leaders, GTM Ops, Finance, and Sales Compensation to reflect operational context in planning
- Communicate plan status, risks, and tradeoffs to sales leadership; document methodology for transparency
Key requirements- 5+ years in Sales Ops, RevOps, or similar analytic GTM role with hands-on work owning segmentation, quota, or headcount planning
- Proven ability to own outcomes and be accountable for plans
- Strong sales process and tooling proficiency; capable of building and auditing routing logic and territory structures
- Analytical depth; experience defending quantitative models under time pressure
- Experience running recurring planning processes (annual/quarterly quotas, headcount reviews) across multiple stakeholders
- Excellent written and verbal communication; able to defend methodology to senior leaders
- First-principles problem solver who translates strategy into rules-based execution
- Strong cross-functional partnership skills without ceding ownership
- clear written and verbal communication
- cross-functional collaboration
- ownership and accountability
- Salesforce knowledge and downstream system integration
- quota and capacity modeling
- segmentation and book-of-business design
