Staff Revenue Strategy & Operations Manager, GTM Planning
About this role
Own Horizon3’s global go-to-market planning, translating financial targets and budgets into headcount, capacity, quotas, and performance goals. This hands-on individual contributor role builds and maintains planning models, runs annual and in-year planning cycles, and aligns global plans with regional sales teams and cross-functional partners.
About the company
Horizon3.ai is a technology company specializing in cybersecurity solutions, focusing on automated penetration testing and threat detection for enterprises. They provide a range of services aimed at enhancing security posture and risk management for organizations across various sectors.
The team
Revenue Strategy & Operations, serving as the GTM Planning center of excellence and partnering with Finance, Recruiting, Sales leadership, Sales Compensation, Analytics, and regional Revenue Strategy & Operations partners.
What you'll do
- Own the GTM long-range plan, reconciling headcount, capacity, targets, budget, roster, and projections monthly.
- Build and maintain headcount and capacity models, coordinating hiring assumptions with Recruiting.
- Run annual and in-year planning cycles, including timelines, inputs, decision forums, and sign-off.
- Allocate Finance-approved targets into segment, team, and role-level quotas, checking attainability and fairness.
- Set global and regional goals for pipeline, conversion, and other GTM functions.
- Define performance and efficiency metrics, review data, and validate published reporting.
- Govern in-year quota, territory, and headcount changes and run documented scenario planning.
- Align global and regional plans with Finance and regional operations partners.
What we're looking for
- 8+ years in GTM planning, sales strategy and operations, revenue operations, or sales finance in B2B SaaS.
- End-to-end ownership of at least one global annual planning and quota cycle.
- Expertise in capacity modeling, ramp and productivity assumptions, quota methodology, and headcount planning.
- Experience planning across segments and regions, including direct and channel sales motions.
- Ability to build clear, auditable models in Excel or Google Sheets and pull data from Salesforce.
- Strong analytical rigor, executive influence, stakeholder alignment, and planning-cycle execution.
Nice to have
- Experience with a planning platform or BI tool.
Benefits
- Stock options
- Flexible vacation policy
- Generous parental leave
- Health, vision, and dental insurance for employees and their families