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About the Role

This senior leadership role on the Revenue Operations team oversees GTM Planning, Process, and Engineering. The position acts as the architect of commercial strategy and the engineer of revenue automation, serving as a bridge between Marketing, Sales, Customer Adoption, Partners, and Finance to maximize sales velocity through an intelligent technology ecosystem.

Responsibilities

• Define GTM architecture including markets, segments, roles, and coverage models.
• Lead end-to-end annual planning including capacity modeling, territory design, and quota allocation.
• Design and implement GTM incentive compensation plans and quota methodologies.
• Own the roadmap and design for GTM systems such as Salesforce, CPQ, Anaplan, and Xactly.
• Lead projects to eliminate manual CRM debt and implement automated data enrichment.
• Orchestrate data flow across the GTM stack and ensure system reliability.
• Partner with Ops leadership on forecast roll-ups, pipeline reviews, and QBR/MBR support.
• Collaborate with FP&A on headcount, expense management, and forecast accuracy.
• Develop experimentation frameworks to measure and optimize GTM system outputs.
• Hire, mentor, and develop a cross-functional team of analysts and engineers.

Requirements

• 10+ years of experience in revenue operations, sales strategy, GTM finance, or system engineering.
• 5+ years of experience leading cross-functional teams.
• Deep fluency in capacity models, territory design, quota allocation, and forecasting in B2B SaaS or consumption-based environments.
• Advanced proficiency in Salesforce, CPQ, and automation platforms.
• Experience working across the entire customer lifecycle including marketing, pre-sales, and customer success.
• Proven track record of presenting to executives and translating technical logic into business strategy.
• Must pass a criminal background check.
• Must pass an export compliance assessment if applicable.
• Visa sponsorship is not available.

Skills

• GTM Architecture
• Revenue Operations
• Sales Strategy
• Financial Modeling
• System Engineering
• Salesforce
• CPQ
• Anaplan
• Xactly
• Data Governance
• Process Automation

Work Type

• Hybrid

Experience Level

• 10+ years of experience
• 5+ years of leadership experience

Education Level

• Bachelor's degree in a quantitative field
• MBA or equivalent post-graduate education preferred

Salary/Compensations

• $180,000—$225,000 USD

Benefits

• Corporate bonus plan
• Healthcare
• Dental
• Vision
• Parental leave and planning
• Mental health benefits
• 401(k) plan and match
• Flex time-off
• 11 paid holidays
• Volunteer time-off

About the Company

• Global team of innovators and pioneers dedicated to observability.
• Builds an intelligent platform to empower companies in an AI-first world.

Equal Opportunity

• Fosters a diverse, welcoming, and inclusive environment.
• Celebrates different backgrounds and abilities, including nontraditional paths.
• Evaluates candidates based on qualifications regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.