GTM planning & operations manager

✍🏽 About Writer

Writer is the full-stack generative AI platform delivering transformative ROI for the world’s leading enterprises. Named one of the top 50 companies in AI by Forbes and one of the best places to work by Inc. Magazine, Writer empowers hundreds of customers like Accenture, Intuit, L’Oreal, Mars, Salesforce, and Vanguard to transform the way they work. 

Writer’s fully integrated solution makes it easy to deploy secure and reliable AI applications and agents that solve mission-critical business challenges.  Our suite of development tools is powered by Palmyra – Writer’s state-of-the-art family of LLMs — alongside our industry-leading graph-based RAG and customizable AI guardrails. 

Founded in 2020 with office hubs in San Francisco, New York City, Austin, Chicago, and London, our team of over 250 employees thinks big and moves fast, and we’re looking for smart, hardworking builders and scalers to join us on our journey to create a better future of work. 

📐 About this role

We are looking for an execution-oriented leader to help us scale our central revenue operations function. Central revenue operations will lead and run global processes across capacity planning, territory, design, commissions, and policies. As we scale globally, staying consistent and unified in our GTM efforts is paramount. You’ll be a key stakeholder in creating alignment and leading the organization in making important decisions that impact every field team member. Our ideal candidate is in the details, understands their models and assumptions deeply, and can communicate complexity in an understandable way to leaders across departments. You’ll start managing some contractors but will eventually lead a team of full-time employees as we grow. You’ll work alongside revenue operations leadership who's built all of the initial infrastructure, who can help you onboard, and provide context on current state, and can work alongside you in the trenches.

What’s in it for you

It’s an incredibly dynamic role — you’ll jump from highly stimulating topics that span high-level GTM strategy, roadmaps, and execution plans. You’ll lead key projects that are directly tied to impact. 

You’ll work on a team that gives you a high degree of autonomy, trusts your intuition, and invests in your growth. We're action and impact oriented. We value high-quality execution and strive to create a working environment that allows you to move fast and learn. 

You’ll work with a manager who also “shovels dirt” and rolls up their sleeves to get work done; they’ll have “done it before” and so will have a deeper empathy for your day-to-day. Your manager will also provide context and visibility, allowing you to build deeper relationships and intuition that’ll help you scale out your impact. 

For someone self-motivated and with a problem-solving mindset, you’ll find a greenfield opportunity. You’ll own and scale out a revenue operations function that's one of the best in SaaS. There'll be opportunities to build horizontally through cross-functional initiatives as well as vertically as you become a trusted advisor across revenue leadership. 

🦸🏻‍♀️ Your responsibilities

• Territories: Create a territory-carving process, using technology, and sync it with hiring projections, GTM strategy, and marketing/SDR pipeline initiatives. Create alignment with all GTM functions on which territories and accounts to tackle.
• Commissions: Lead our efforts to design our commissions strategy, administer commission plans, and run the monthly commission cycle to ensure our field teams are paid consistently and correctly. 
• Modeling: Build and maintain a model in partnership with sales/CS, marketing, HR, and finance to synchronize our hiring plans, our sales capacity, our support ratios, and pipeline targets to ensure we’re growing in a balanced way across the organization. 
• Reporting: Build reporting and dashboards that create clarity for the rest of the organization, primarily within Salesforce or our BI tool. Reporting requests can span from ad-hoc reporting for sales reps, to board-level reporting

📊 Metrics you’ll review and/or be accountable for

• Sales productivity
• Revenue & pipeline forecasts
• Sales velocity
• Sales capacity
• Renewal rates and adoption

⭐️ Is this you?

• 7+ years of experience working in a Saas operations role, preferably an enterprise sales operations org
• Built and maintained sales territories, capacity models, and commission plans yourself. 
• High Salesforce proficiency 
• High Google sheets/Excel proficiency — you’ll need to be able to do lookups, pivots, index/match, build driver/assumption based models, etc. 
• Strong project management and process mapping skills - ability to distill complex situations into concrete, actionable steps
• A swiss-army knife that can bounce between a variety of topics (territories, commissions, tech stack, forecasts, etc) and quickly ramp up using first principles thinking
• Experience using cutting-edge SaaS GTM technology that’s similar to our stack
• Thrives in ambiguity and can create paved roads from dirt paths

AND

• High intellectual curiosity and a proclivity to lean into a new subject matter
• A trusted advisor and partner for all levels of the organization
• Intrinsically motivated: you set the highest possible bar for what you build and ship
• An eye for spotting an opportunity, intuition for determining which ones to prioritize, and courage to follow through
• Possesses humility — no work is too trivial if it’s impactful
• Resilient and open to honest (and kind) feedback; tough skin
• Self-aware and committed to learning the why for both successes and failures
• Proactive communication skills, both sync and async
• Experience managing and building relationships across multiple departments and stakeholder levels
• A natural affinity to our values of connect, challenge, own

Tech stack

We rely heavily on Salesforce as our source of truth. These are some of the tools we use across teams: 

• Marketing: Hubspot, 6Sense, Leandata
• Sales: Apollo, LinkedIn, RevOps.io, Gong, CaptivateIQ, Fullcast.io
• Customer success: Vitally
• Business Intelligence: Omni

Curious to learn more about who we are and how we operate? Visit us here

🍩 Benefits & perks

• Generous PTO, plus company holidays
• Medical, dental, and vision coverage for you and your family
• Paid parental leave for all parents (12 weeks)
• Fertility and family planning support
• Early-detection cancer testing through Galleri
• Flexible spending account and dependent FSA options
• Health savings account for eligible plans with company contribution
• Annual work-life stipends for:
  • Home office setup, cell phone, internet
  • Wellness stipend for gym, massage/chiropractor, personal training, etc.
  • Learning and development stipend
• Company-wide off-sites and team off-sites
• Competitive compensation, company stock options and 401k

Writer is an equal-opportunity employer and is committed to diversity. We don't make hiring or employment decisions based on race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other basis protected by applicable local, state or federal law. Under the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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