Responsibilities

• Define and own the GTM region & segment target-setting methodology
• Translate company-level revenue goals into quotas across segments, roles, and regions
• Drive tradeoffs across growth, efficiency, and coverage in partnership with Finance and GTM leadership
• Define customer and market segmentation (e.g., enterprise, midmarket, SMB, industry verticals, product motions)
• Continuously refine segmentation based on core KPIs and market dynamics
• Ensure segmentation is consistently applied across planning and territory execution
• Evolve coverage models in partnership with GTM leadership to optimize growth, efficiency, and customer engagement
• Analyze GTM performance drivers (e.g., attainment, segment performance, book size, coverage ratios)
• Identify opportunities to improve growth and efficiency
• Translate analysis into clear, actionable recommendations for leadership

Requirements

• 7+ years of experience in Sales Strategy, GTM Strategy & Planning, Revenue Operations, or similar roles in a high-growth B2B environment
• Direct experience owning or heavily contributing to target setting, quota development, segmentation, and/or territory design
• Strong understanding of GTM mechanics (quota setting, territory design, book construction, coverage models)
• Deep modeling experience, including capacity modeling and topline / target setting (e.g., financial plans, quotas) to support GTM planning decisions
• Proven ability to translate business goals into structured plans and field-ready targets
• Advanced analytical skills (SQL, spreadsheets, BI tools such as Tableau) and experience with and planning platforms (e.g., Anaplan or similar tools)
• Strong communication and stakeholder management skills with the ability to influence senior leaders
• High ownership and ability to lead complex, cross-functional workstreams end-to-end

Preferred

• Experience in consumption-based or usage-based models (e.g., API, PLG, hybrid motions)
• Experience in multi-product or rapidly evolving GTM environments
• Familiarity with AI products and the AI/ML ecosystem