GTM Planning Manager

Summary

Join Twilio as the next GTM Planning Manager in the Strategic Operations pillar within Sales Operations. Lead global planning processes including territory design and policies, capacity planning, and quota setting, ensuring global alignment across GTM efforts. Manage the annual GTM planning process, optimize operations, and drive data-driven decision-making. Collaborate with cross-functional teams, define and optimize GTM segmentation, and manage the territory-level quota setting process. Design and implement GTM processes to improve efficiency and effectiveness, maintain the sales capacity model, and utilize data to support decision-making. Build strong relationships and become a trusted advisor for sales leadership.

Requirements

• 6+ years of experience in sales operations or revenue operations for a CPaaS organization
• Completed 3 rounds of annual planning within a GTM organization
• Deep experience with quota calculations and quota processing in a SaaS environment
• Strong analytical skills with proficiency in data manipulation and reporting tools
• Highly collaborative, with the ability to build strong partnerships with and influence GTM, Finance, and Product teams
• Strong project management and process mapping skills, with the ability to distill complex situations into actionable steps
• Excellent verbal and written communication skills
• Strong interpersonal skills, including active listening; written/verbal communication; and ability to influence/align on priorities

Responsibilities

• Lead key parts of the annual GTM planning process, collaborating with cross-functional teams to align priorities and goals
• Lead the definition and optimization of our GTM segmentation, sales coverage models, and role design to maximize efficiency and market opportunity
• Be responsible for territory-level quota setting process by thinking logically and creatively to increase automation, resolve issues and develop proactive processes to deliver quotas to the field in a timely manner
• Orchestrate the timeline for quota delivery and lead the end-to-end execution to achieve desired outcomes
• Design and implement GTM processes to improve efficiency and effectiveness during the planning cycles (annual and mid-year)
• Maintain the sales capacity model in partnership with sales, HR, and Finance to synchronize hiring plans across the global organization
• Utilize data to support decision-making, analyzing existing operations processes and prioritizing areas for improvement
• Build strong relationships and become a trusted advisor for sales leadership

Preferred Qualifications

Experience using Salesforce (SFDC) & Tableau or similar visualization tools is preferred

Benefits

• Competitive pay
• Generous time off
• Ample parental and wellness leave
• Healthcare
• A retirement savings program