Principal Data Analyst-GTM

acity, quota, territory, and coverage**, ensuring alignment to strategic priorities and growth objectives.

• Lead annual and in‑year planning cycles, including AOP development, re‑planning support, and scenario analysis tied to market shifts or performance gaps.

• Develop long‑range productivity and growth models that connect headcount, ramp, coverage, and efficiency assumptions to revenue outcomes.

• Frame and quantify strategic tradeoffs (e.g., capacity allocation, investment shifts, coverage changes) to support executive decision‑making.

Capacity, Quota & Territory Design

• Design and maintain capacity and headcount models across segments, regions, and roles, incorporating ramp, attrition, and productivity assumptions.

• Lead quota‑setting frameworks, partnering with Finance and Sales leadership to ensure fair, achievable, and strategically aligned targets.

• Own territory design and book‑of‑business models, balancing market opportunity, rep capacity, and continuity considerations.

• Support smooth planning transitions between fiscal years and quarters, ensuring clarity and execution readiness.

Scenario Modeling & Insights

• Build and maintain scenario models to assess upside/downside risk, investment options, and alternative GTM strategies.

• Translate complex analyses into clear insights, recommendations, and narratives for senior GTM and executive audiences.

• Partner with Analytics and Systems teams to improve automation, data quality, and scalability of planning inputs.

Cross‑Functional Leadership

• Act as a strategic thought partner to leaders across Sales, Revenue Operations, Finance, and Marketing.

• Drive alignment between GTM strategy and operational execution through structured planning rhythms and clear decision frameworks.

• Lead or influence cross‑functional initiatives that improve planning discipline, predictability, and transparency.

You've Got What It Takes If You Have...

• 7+ years of experience in GTM planning, sales operations, revenue operations, strategy, or related roles in a SaaS or subscription business.

• Deep experience with capacity modeling, quota setting, territory design, and scenario planning in a complex sales organization.

• Strong analytical and modeling skills, with the ability to translate ambiguity into structured, decision‑ready insights.

• Demonstrated ability to influence senior stakeholders without direct authority.

• Experience partnering closely with Finance on planning assumptions, targets, and tradeoff analysis.

• Advanced proficiency in Excel, Anaplan, and SFDC and comfort working with BI tools (e.g. Tableau, Snowflake‑based analytics).

An extra dose of awesome if...

• Experience supporting AOP or multi‑year planning in a global GTM organization.
• Familiarity with productivity modeling, ramp curves, and sales efficiency metrics.
• Prior experience in Revenue Operations or GTM Strategy & Planning teams.
• Exposure to planning automation or systems enablement.