Senior Manager, Sales GTM Operations & Planning

Location: London / Hybrid

Reports to: Revenue Operations Director

Team: Revenue Operations / Sales Strategy

We're looking for a Senior Manager, Sales GTM Operations & Planning to own how our go-to-market organization plans for and tracks against its revenue targets. Once strategy is set, you'll turn it into territories, target account lists, quotas, and headcount plans, then monitor performance against those plans and drive course correction where needed. You'll partner closely with the Senior Manager, GTM Strategy & Market Research to ensure plans reflect current strategy, and with Sales and Finance leaders to keep resourcing aligned with targets.

This is a high-impact, cross-functional individual contributor role for someone who is equally comfortable building a capacity model, debating territory design, and translating complex data into a clear recommendation for the executive team.

GTM Planning & Capacity

• Lead the annual and quarterly GTM planning cycle, translating company revenue targets into team and individual quotas
• Incorporate partner-sourced and partner-influenced targets into the plan, including partner contribution to quota and capacity assumptions
• Own sales headcount capacity planning, determining how many reps are needed to hit target and when to hire them
• Build and maintain the capacity model, partnering with Finance to align bookings and revenue targets with hiring and budget plans
• Own resource allocation decisions across the GTM motion, balancing investment across segments, regions, service lines, direct and partner-led channels, and teams
• Develop scenario analyses to evaluate GTM investments, new segments, new markets, and shifts in service mix

Territory & Account Planning

• Design and maintain territory mapping and coverage models
• Build and maintain target account lists and account assignment frameworks, including partner co-sell and vendor-aligned accounts
• Rebalance territories and assignments as the business, market, and headcount evolve

GTM Execution: Plan Tracking & Course Correction

• Own day-to-day GTM execution once strategy has been set, tracking progress against the plan across the sales organization
• Monitor attainment, productivity, coverage, and resourcing against targets, and flag risks early
• Track partner-driven performance against plan alongside direct sales
• Recommend and drive course correction with GTM leadership, including adjustments to quotas, territories, or resource allocation

Strategic Alignment & Analytics

• Partner with the Senior Manager, GTM Strategy & Market Research to ensure plans reflect current strategy and market insights
• Analyze rep productivity, coverage, and market opportunity to inform planning decisions
• Build the models and reporting that give leaders clear visibility into capacity, quota, and plan attainment
• Present plans, trade-offs, and recommendations clearly to executive leadership

Collaboration

• Serve as a trusted advisor to the CRO and GTM leadership team
• Collaborate with Sales Operations, Sales Enablement, Finance, and Marketing to ensure end-to-end alignment
• Work with sales leaders and the owners of key vendor and partner relationships on partner investment and resource allocation trade-offs

Required

• 7+ years of experience in sales operations, GTM operations, revenue operations, strategy, or a related field, ideally in IT services, managed services, systems integration, or a comparable B2B technology services business
• Proven track record owning quota setting, territory design, and capacity planning for a scaled sales organization
• Advanced analytical and financial modelling skills (Excel/Google Sheets required; SQL and BI tools such as Tableau, Looker, or Power BI strongly preferred)
• Experience with Salesforce (or equivalent CRM) and planning tools
• Strong understanding of services-business metrics, such as bookings, total and annual contract value, recurring revenue, contract renewal rates, gross margin, pipeline coverage, win rates, and attainment
• Exceptional communication skills, with the ability to influence senior stakeholders and present complex analysis simply
• Demonstrated ability to manage multiple cross-functional initiatives in a fast-paced, ambiguous environment
• Self-directed, with the ability to deliver high-quality work independently and influence without direct authority

Preferred

• Experience planning for a business with significant partner, alliance, or vendor co-sell revenue
• Experience planning for a sales organization with a mix of project-based and recurring managed services revenue
• Familiarity with multi-year contracts, long sales cycles, and solution-selling motions involving pre-sales and technical specialists
• Experience with territory and quota planning tools (e.g., Anaplan, Xactly, Fullcast, Salesforce Maps)
• Bachelor's degree in Business, Finance, Economics, Engineering, or a related field; MBA a plus

• A collaborative, fast-paced environment where you can make an impact.
• Exposure to strategic decision-making across the business.

• Opportunities for personal growth and career development, including exposure to digital, automation, and AI-enabled ways of working.

• Competitive salary, bonus, and benefits package.