GTM Sales Planning Manager

Accountabilities: You will own key sales planning and compensation processes, ensuring that incentive structures support business performance while remaining accurate, fair, and aligned with organizational priorities. Your responsibilities will include: Design, build, and maintain the quota database to support annual planning and ongoing business operations. Lead quota design, assignment, and allocation for all new hires. Support the development and rollout of updated territories and quotas across Sales and Customer Success teams. Partner with Global Variable Compensation teams to validate account coverage, investigate attainment anomalies, and resolve compensation issues involving splits and other adjustments. Develop, implement, and continuously improve compensation plans that align sales incentives with business objectives and growth targets. Collaborate with Sales leadership to forecast, model, and plan revenue and sales targets, ensuring compensation structures support expected performance. Work with Finance and other stakeholders to administer compensation plans and ensure accurate, timely payouts supported by clear and consistent policies. Analyze compensation data, refine incentive models, monitor key performance metrics, and report trends and outcomes to senior leadership. Serve as the primary point of contact for compensation-related questions, communicating plans, policies, and changes clearly to sales teams and stakeholders. Collaborate with HR, Finance, Sales Operations, IT, and data teams to improve compensation management systems, reporting capabilities, and technology integration. Requirements The ideal candidate brings extensive experience in go-to-market operations, sales compensation, and financial analysis, combined with strong analytical judgment and the ability to manage complex cross-functional initiatives. The following qualifications and skills are required: 8+ years of experience in GTM Operations, including hands-on responsibility for sales compensation, financial analysis, sales strategy, and territory design. Proven track record of designing, executing, and improving annual planning processes and quota models. Working knowledge of compensation plan structures, including sales incentive plans, accelerators, pay mix, and leverage. Foundational understanding of sales compensation platforms such as Xactly or Salesforce Spiff. Strong analytical skills and the ability to make sound, data-driven decisions. Advanced proficiency in Microsoft Excel. Significant experience using AI tools such as Claude or comparable solutions. Solid understanding of Salesforce data structures and other go-to-market systems. Experience partnering with Sales, Finance, and Legal teams. Demonstrated project management capabilities, including the ability to manage multiple initiatives simultaneously. Excellent communication and interpersonal skills, with the ability to build effective relationships across stakeholder groups. Strong attention to detail, organizational skills, and time management. Ability to work independently while contributing effectively within a collaborative team environment. Preferred Qualifications: Bachelor's degree in Business, Finance, or a related field. SQL knowledge. Benefits Expected total annual compensation of $175,000–$185,000, inclusive of base salary and variable compensation, depending on location and experience. 15 days of paid vacation annually, prorated based on start date. 12 company-paid holidays. 6 paid sick days, prorated based on start date and subject to state variations. 2 floating holidays, prorated based on start date. 1 paid volunteer day. Medical, dental, and vision insurance. 401(k) retirement plan with a company match of 3% on the first 6% of employee contributions. Company-paid short-term disability insurance. Company-paid life insurance. Company-paid parental leave. Opportunities for professional growth and career development within a globally recognized technology intelligence organization. Remote work eligibility in selected U.S. states: Arizona, California, Colorado, Connecticut, Washington D.C., Florida, Georgia, Illinois, Indiana, Kansas, Massachusetts, Maryland, Maine, Michigan, Minnesota, Missouri, Mississippi, North Carolina, New Hampshire, New Jersey, New York, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Utah, Virginia, Vermont, Washington, and Wisconsin.