Revenue Operations Analyst, GTM & Central Planning (Remote)

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The Revenue Operations Analyst — GTM & Central Planning is a high-impact, analytically-driven role responsible for the models, processes, and data infrastructure that underpin go-to-market execution. This role sits at the intersection of Finance, Sales, and Operations, serving as the analytical backbone for territory design, quota setting, headcount planning, compensation modeling, channel strategy, and forecast accuracy. The ideal candidate turns complex, multi-source data into clear decisions.

Responsibilities:

GTM Planning & Territory Design

• Own the design and maintenance of territory models across all segments (SMB, Mid-Market, Enterprise, International), balancing account load, whitespace opportunity, rep capacity, and equity of potential across the field
• Evaluate and recommend territory structures including pod models, geo-based assignments, and vertical overlays — modeling the trade-offs of each approach against pipeline coverage and rep productivity
• Map account potential and customer spend together to ensure fair and balanced territories across both Sales and Customer Success/Renewals motions 

Annual Planning & AOP Alignment

• Build and maintain the annual GTM planning model — translating top-down revenue targets into segment-level quotas, headcount plans, quota deployment strategies, and productivity benchmarks 
• Own the bridge model between Finance's AOP number and the bottoms-up field view; surface structural gaps (insufficient pipe, under-resourced segments) early in the planning cycle 
• Manage quota deployment timing and over deployment logic — modeling how quota levels change month-to-month to maintain consistent overdeployment relative to AOP

Capacity & Headcount Planning

• Develop and maintain capacity planning models by role and segment, incorporating ramp curves, attrition assumptions, and productivity metrics 
• Model and maintain headcount ratio standards across the GTM organization 
• Conduct cohort analysis on rep productivity to identify ramp performance trends, segment-level attainment distributions, and leading indicators of rep success or attrition 
• Develop quota coverage model against AOP build

Forecasting & Pipeline Analytics 

• Own the weekly, monthly, and quarterly forecast roll-up process — standardizing submissions, performing variance analysis, and tracking forecast accuracy over time by leader, segment, and time horizon
• Build and maintain pipeline coverage standards by segment, calibrated to actual historical conversion rates rather than industry rules of thumb 
• Produce and maintain a forecast accuracy scorecard at the manager and SVP level, providing feedback loops that improve submission quality over time 

Compensation Design & Incentive Modeling

• Partner with Sales leadership and HR/Finance on annual comp plan design — modeling plan changes against historical performance data to assess likely payout distributions and ROI
• Model comp plan scenarios across role types
• Build comp neutrality models to ensure reps are not penalized for marketplace fees, channel partner fees on a temporary basis 

Channel & Partner GTM Modeling

• Drive the transition to a channel-forward GTM motion 
• Define rules for channel bookings attribution when multiple channel reps are engaged on the same partner's deals — and build reporting to track and enforce those rules
• Build capacity models for the channel org that are distinct from direct-sales ratios — including CAM coverage targets, partner activation rates, and channel-sourced pipeline generation benchmarks 
• Partner with channel leadership to model channel conflict scenarios and define comp neutrality rules

Cross-Functional Collaboration

• • Serve as the RevOps liaison to Finance as well as Marketing, Channel & Sales Leadership
  • Support CS and Renewal Ops on NRR modeling, GRR analysis, expansion quota frameworks, and renewal coverage planning
  • Work with Sales leadership to design and maintain the annual planning calendar — governing when territory models are locked, quotas communicated, comp plans finalized, and headcount hiring timelines confirmed

Qualifications:

• 3 years of experience in Revenue Operations, Sales Operations, or FP&A in a B2B SaaS environment; 5 years of experience preferred
• Strong proficiency in Salesforce; experience with CRM data modeling and pipeline reporting
• Advanced Excel or Google Sheets financial modeling skills; experience building bottoms-up quota and capacity models from scratch
• Experience with BI tools (Tableau, Looker, or similar)
• Demonstrated ability to work in environments with complex, multi-source data where reconciliation and definitional alignment are ongoing challenges
• Comfortable presenting findings and recommendations to senior sales and finance leadership
• High intellectual curiosity, attention to detail, and ability to balance multiple planning cycles simultaneously

The salary for this position ranges from $120,000 - $140,000 which will vary depending on how well an applicant's skills and experience align with the job description listed above.

Our Fantastic Benefits

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

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