Analyst, Sales Strategy & GTM Planning

Accountabilities:: Partner on annual fiscal-year planning, sales capacity modeling, quota deployment, and territory design, including scenario analysis around rep ramp times, productivity curves, and coverage rules. Own and continuously improve multi-dimensional planning models in Pigment, supporting real-time visibility into quotas, territories, headcount allocation, and other key GTM planning inputs. Design, test, and maintain data-driven account scoring and segmentation models to improve field team prioritization and lead-to-account mapping. Establish consistent metric definitions and data governance standards across GTM platforms, ensuring reliable data across CRM, planning systems, and executive reporting. Recommend and implement improvements to CRM data quality, including opportunity hygiene, stage definitions, activity capture, and account and contact integrity, while partnering with field teams to improve data practices. Develop rigorous business cases, scenario analyses, and strategic ad-hoc insights to support high-priority initiatives and decision-making across GTM leadership. Translate strategic GTM decisions into scalable analytical and system frameworks that enable sales teams to execute effectively. Requirements: 6–8 years of relevant experience in GTM Strategy, Revenue Operations, Business Operations, or FP&A, ideally within a high-growth B2B SaaS or technology environment. Advanced expertise in multi-dimensional data modeling, scenario planning, and complex financial or operational modeling using Excel or Google Sheets. Direct experience with, or a strong operational foundation in, enterprise planning platforms such as Pigment, Anaplan, Adaptive, or Workday Planning; Pigment experience or certification is a strong plus. Strong understanding of Salesforce architecture, data structures, and governance standards; SQL experience is highly valued. Deep familiarity with SaaS business metrics such as ARR, NRR, CAC, ramped capacity, and win rates. Strong analytical and problem-solving skills, with the ability to turn complex findings into clear, practical recommendations for senior GTM stakeholders. Excellent communication and collaboration skills, with the ability to work effectively across sales, operations, finance, and other cross-functional teams. Experience owning annual quota and territory planning processes end-to-end, implementing Pigment models, or combining strategy/consulting experience with hands-on systems administration is a strong advantage. Benefits: US base salary range of $112,900–$141,100 USD , depending on experience, skills, and location. Eligibility for commission, as well as potential discretionary short-term and long-term incentives, including bonus and equity. Comprehensive medical, dental, and vision coverage. Health Savings Account (HSA) with a company contribution. Generous paid time off, holidays, and company-wide days off. 16 weeks of paid parental leave. Wellness program and Employee Assistance Program (EAP). Home office reimbursement. Monthly phone and internet reimbursement. Tuition reimbursement and access to LinkedIn Learning. Equity opportunities. Commuter benefits for employees based near an office. Paid time off for volunteering. Hybrid work environment with office locations available in San Francisco and Arlington, VA.