Who you are

• Bachelor's degree in Business, Finance, Economics, or a related analytical field
• 2–4 years of proven experience in Sales Operations, Revenue Operations, or a GTM planning function within a software or SaaS organization
• Strong analytical skills — comfortable building models, interpreting data, and translating analysis into clear recommendations for business stakeholders
• Advanced proficiency in Excel; working knowledge of Python or SQL is a plus and will accelerate impact in this role
• Proficiency with AI tools (e.g., Claude, Copilot, or similar) and their application in automating planning workflows
• Project management discipline — organized, detail-oriented, and capable of managing multiple concurrent workstreams in a fast-paced environment
• Effective communicator, both written and verbal, with the ability to simplify complex operational data for diverse audiences including field leadership
• Collaborative team player with a proactive, solutions-oriented mindset
• Experience with planning systems such as Anaplan, Pigment, Miro, CRM systems, or similar enterprise platforms
• Hands-on experience building AI agents using Claude or similar large language model platforms to automate workflows, generate structure outputs, or surface operational insights
• Exposure to territory and quota design processes, including hierarchy management and quota cascade logic
• Demonstrated ability to identify automation opportunities and execute process improvements with measurable outcomes
• Familiarity with ServiceNow's GTM model, product portfolio, or sales segment structure

What the job involves

• Partner with Sales leadership and cross-functional GTM stakeholders to configure and validate the annual GTM plan — including Territory Hierarchy design, Account-to-Territory assignments, Quota cascade, and Personnel alignment — ensuring every Geo Managed resource is set up for success from Day 1 of each fiscal period (New Year Readiness)
• Own end-to-end project management of planning workstreams — sequencing activities in logical order to hit defined outcomes, building and maintaining process documentation, delivering regular status updates to stakeholders, and proactively surfacing blockers to keep initiatives on track and on time
• Govern account assignment integrity — managing Global and Domestic Parent relationships, Account-to-Territory error resolution, and TER98/TER99 account classification — to reduce data quality errors and ensure sellers are working clean, accurate account lists
• Generate and maintain headcount, territory, and quota reports — including T&Q status, Partner Deal Registration, and BID attainment — surfacing KPIs against historical benchmarks and leveraging AI tools to automate recurring report production
• Support the Budget ID (BID) management and change request process — processing backfill, modification, and reallocation requests within defined SLA tiers, maintaining governance standards across SURF, Anaplan, and downstream compensation systems
• Partner cross-functionally with FBOs, Finance, SC Operations, and the COO Office to translate GTM strategy into operational plans — ensuring coverage decisions, resource moves, and account changes are executed with accuracy and documented for audit and governance purposes
• Build and maintain standardized process documentation for run-the-business activities — including territory change workflows, onboarding assignment flows, and account move policy — creating scalable, repeatable playbooks that reduce reliance on tribal knowledge
• Maintain data integrity across planning and CRM systems — Anaplan, Sales CRM, Pigment, and Smart Recruiters — validating employee count, account assignments, and hierarchy configurations to ensure operational accuracy throughout the headcount lifecycle
• Leverage AI tools (Claude, Copilot, and approved ServiceNow AI products) to build scalable, repeatable reporting and planning workflows — reducing manual effort by ≥20% on key recurring tasks
• Support transformational system projects including Pigment go-live as HC-to-Plan system of record, Anaplan real-time capacity planning evolution, and SURF/Sales CRM transition activities

Benefits

• Commuter benefits
• Annual learning stipends
• Work from home opportunities
• Generous family leave
• Matched donations
• Flexible PTO
• 401(k) matching
• Paid volunteer time