Sales Strategy and Operations Senior Manager

Responsibilities

• Lead the GTM planning process in partnership with cross-functional partners, translating corporate revenue targets into function and segment-level strategies with clear milestones and KPIs
• Serve as the GTM liaison with Finance and Corporate Strategy during AOP, EOP (long-term horizon), and mid-year forecast cycles, ensuring revenue assumptions are grounded in go-to-market realities
• Model growth scenarios (e.g., new logo vs. expansion, geographic, segment, and channel mix) to pressure-test target feasibility and surface planning risks early
• Maintain an always-on planning calendar aligned to key cross-functional and GTM leadership milestones
• Ensure alignment between CCRO OKRs and transformation outcomes throughout the planning cycle
• Partner with Enterprise Data & Analytics (EDNA) to define and refresh customer and prospect segmentation frameworks (firmographic, behavioral, revenue tier) to ensure the right resources are deployed against the highest-potential opportunities
• Translate segmentation into high-level guidance for coverage model design, including territory boundaries, account assignments, and overlay specialist deployment
• Define and rationalize routes to market (direct and indirect) for each customer segment; assess channel mix effectiveness and make data-backed recommendations on investment shifts
• Collaborate with Channel leadership to incorporate partner capacity into overall coverage planning and ensure route-to-market decisions are reflected in headcount planning, quota allocation, and compensation design
• Conduct annual whitespace analysis to identify underpenetrated segments and inform sales plays, focus areas, and revenue growth opportunities
• Partner with Sales Operations to operationalize segmentation in CRM and reporting systems
• Partner with Sales Operations to design quota structures that reflect territory potential, historical performance, and growth expectations
• Ensure quota methodologies are consistent, transparent, and defensible to field leadership
• Translate coverage model outputs into headcount requirements and hiring prioritization across geographies and segments
• Support workforce planning and organizational design recommendations
• Own the GTM planning operating cadence, facilitating cross-functional working sessions, managing decision logs, and driving accountability to planning milestones
• Work with GTM leaders to align dependencies across strategy, systems, and processes; maintain structured communication and feedback loops across functions
• Synthesize planning outputs and program updates into executive-ready communications for CCRO and senior leadership reviews
• Maintain documentation of planning assumptions, model inputs, and decision rationale to support auditability and year-over-year learning
• Diagnose GTM challenges across functions and regions; support the design of solutions and transformation plans aligned with CCRO priorities
• Translate strategic objectives into actionable programs, driving execution across Sales, Marketing, and Customer Success teams
• Aid in the design and activation of Sales Plays, ensuring field readiness, tracking, and embedding of initiatives into frontline rhythms in partnership with Enablement and GTM Ops
• Contribute to GTM planning activities such as segmentation, prioritization, and territory strategy as part of the broader transformation agenda

Qualifications

• 10+ years in GTM strategy, sales strategy, revenue operations, or management consulting—ideally within technology or enterprise environments
• Demonstrated experience owning or co-leading an annual GTM planning cycle, including target-setting, segmentation, and coverage design
• Proven track record translating strategy into operational execution across Sales, Marketing, and Customer Success
• Strong financial acumen; comfortable modeling revenue scenarios and partnering with Corporate Finance on planning processes
• Experience working across Sales Operations, HR, and Compensation functions on quota design, role definition, and incentive alignment
• Exceptional ability to synthesize complex inputs into clear, executive-level recommendations and narratives
• Proven track record driving cross-functional alignment and managing competing stakeholder priorities in a global, matrixed organization
• Strong analytical, problem-solving, and communication skills; comfort with data-driven decision-making and performance measurement
• Proficiency with GTM and planning tools (e.g., Salesforce, quota management platforms, BI/analytics tools)
• Ability to operate with agility and transparency in a high-growth, matrixed environment with global scope