Senior Revenue Operations Manager – GTM Business Planning

Job Description

Senior Revenue Operations Manager – GTM Business Planning | New Relic

The Tone:
This is a full-time role at New Relic, located remotely with flexible options. New Relic builds an intelligent platform that empowers companies to thrive in an AI-first world by providing unparalleled insight into complex systems, helping optimize digital applications. This role is critical for shaping the future of the company by owning the operating system for planning, paying, and scaling the Go-To-Market (GTM) organization, architecting the annual GTM plan, and designing incentive compensation programs.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote
• Pay: $131000–$164000 USD yearly
• Team: Cross-functional, collaborating with Sales, Finance, and Systems
• Mission: Own the operating system for how the Go-To-Market organization plans, pays, and scales.
• Tech Stack: Salesforce, Excel/Google Sheets, Looker, Tableau, Snowflake, AWS data pipelines

What You’ll Actually Do
• GTM Planning & Architecture: Own the annual planning cycle from beginning to end, constructing capacity models and territory frameworks to ensure optimal market coverage and target alignment.
• Incentive Compensation Design: Collaborate with FP&A to architect and govern financially sound sales incentive plans and compensation policies that motivate seller behavior, advance strategic priorities, and prevent payout leakage.
• Quota Management & Strategy: Establish equitable quota methodologies, manage ongoing adjustments for transfers and new hires, and evaluate representative productivity to adapt to market shifts.
• Operations & Governance: Govern monthly sales compensation data within Salesforce and connected downstream systems to maintain audit-ready accuracy across territories and quotas.
• Systems & Automation: Own the deployment of annual territories and quotas in Salesforce, drive the roadmap for GTM planning systems, and lead automation initiatives to eliminate manual effort and scale operations.

The Must-Haves
• Background: 6–8+ years in Revenue/Sales Operations, Sales Comp, FP&A, or GTM Strategy within B2B SaaS technology companies; BS/BA degree in Business, Finance, Economics, or a quantitative field.
• Experience: Demonstrated success leading annual GTM planning cycles end-to-end, including capacity modeling, territory carving, quota setting, and Salesforce deployment; proven background collaborating with IT and Business Applications teams on CRM data structures and process automation.
• Skills: Advanced expertise in financial modeling (Excel/Google Sheets), business intelligence platforms (Looker, Tableau), Salesforce architecture (flow automation, custom objects, schemas); skilled at building scalable GTM systems; translating vague business problems into technical workflows; leading cross-functional projects; exceptional stakeholder management and executive presentation skills.
• Bonus: Experience with AI-powered GTM tools for predictive scoring, forecasting, or territory carving; Intermediate SQL skills and experience with Snowflake or AWS data pipelines; Advanced degree (MBA or related master’s).