Manager of GTM Planning & OperationsAbout the RoleThe Manager of GTM Planning & Operations owns the design and execution of AvidXchange's go-to-market planning engine - territory design, quota setting, sales compensation, and the underlying account and contact data that makes those processes trustworthy. This is a hands-on, player-coach role: you will personally build and QA territory and data workflows while leading a team of specialists (Territory Analyst, Sales Compensation Analyst) who execute the day-to-day. You will partner closely with Sales, Strategic Partnerships, Business Development, and Finance to align revenue goals with our execution strategy.
What you will doGTM Planning & Territory Strategy- Proactively monitor, optimize, and refine territories throughout the year - identifying whitespace, coverage gaps, and emerging areas of opportunity to drive revenue results, not just executing a once-a-year design.
- Own the annual and in-year go-to-market planning cycle, including account segmentation, territory design, and coverage models.
- Lead hands-on territory strategy and execution - building account universes, scoring, and routing logic using data enrichment tools such as Clay and ZoomInfo.
- Partner with Sales, Strategic Partnerships, and Business Development to align territory design and account assignment with pipeline coverage and revenue goals.
- Direct the Territory Analyst's build and QA of territory rules, account rosters, and CRM territory hierarchies.
- Define and monitor KPIs related to territory management, communicating out results with key stakeholders.
Data Management & Systems - Own the integrity of GTM data - accounts, contacts, and territories - across CRM and enrichment platforms.
- Drive adoption and continuous improvement of data enrichment workflows (Clay, ZoomInfo) to keep account and contact data accurate and current.
- Partner with the RevOps Systems team to automate territory, quota, and compensation workflows and logic
- Identify and resolve duplicate records in the CRM, and put processes in place to prevent recurring duplication as accounts and contacts scale.
- Document data definitions, territory rules, and process changes, and provide clear, accessible reference materials for cross-functional partners relying on GTM data.
Quota & Capacity Planning - Oversee quota-setting methodology, cascading revenue targets down to individual rep and team quotas.
- Build and maintain bottoms-up capacity models tied to headcount, ramp, and productivity assumptions.
- Monitor quota attainment throughout the year and flag coverage or capacity risk early.
Sales Compensation - Oversee design, documentation, and administration of incentive compensation plans across sales and sales-adjacent roles, partnering with Sales & Marketing leadership, Finance and Talent.
- Direct the Sales Compensation Analyst's commission calculations, plan administration, and dispute resolution.
- Run compensation plan effectiveness analysis and recommend design changes to improve motivation and ROI.
Team Leadership - Coach and develop a team by setting vision, goals, and expectations in line with the broader RevOps organization.
What we are looking for:- 3-5+ years in Sales Operations, Revenue Operations, or GTM Strategy, including at least 1-2 years of people management experience.
- Hands-on experience with territory strategy and execution, including direct use of data enrichment tools such as Clay and ZoomInfo.
- Demonstrated experience owning quota setting and sales compensation plan design and/or administration.
- Advanced Excel/Google Sheets and data analysis skills; SQL proficiency a plus.
- Experience with CRM (Salesforce), incentive compensation management tools (e.g., SPIFF, Xactly, CaptivateIQ), and planning tools
- Experience maintaining CRM data hygiene, including record deduplication and ongoing data quality processes.
- Strong cross-functional collaboration and communication skills, partnering across Sales, Strategic Partnerships, Business Development, Finance, and Talent.
Who You Are- Curious - you dig into the "why" behind the data, not just the "what."
- Precision-minded - accuracy and data integrity are non-negotiable when it comes to territory, quota, and comp work.
- Energized by the pace of a revenue team - comfortable with shifting priorities, hard deadlines, and a lot of moving parts.
