GTM Planning and Analysis Lead

We're hiring an AI-first builder to design territories for our go-to-market teams, set quotas and build incentive plans that drive the right behaviors, and construct the capacity and headcount models that fuel our growth.

This is a global, senior individual-contributor role with unusual leverage and the autonomy to build our planning function from scratch: the models, the process, and the operating cadence behind a global revenue plan. You run annual planning end-to-end, you are the primary Finance interlock for plan design, and the models you build decide how the go-to-market org deploys its people and resources.

You'll be comfortable leveraging AI (we run on Claude Cowork and Claude Code) to 10x yourself and what this role can be: compressing analysis cycles from weeks to days, pressure-testing assumptions, prototyping models quickly, and constantly experimenting with better ways of doing the work. The responsibilities below are the mandate. How far you take it is up to you.

The Role and Responsibilities

Annual planning

• Own the planning process: the calendar, the models, the decision packages — from first assumptions to an approved plan, across all regions.
• Analysis: support board and executive-level reporting on go-to-market efficiency and plan performance.

Capacity & headcount

• Build and run the capacity model: current state and forward scenarios: hiring plans, ramp time, attrition assumptions, and coverage. This is the link between headcount and the revenue target.

Territories & quotas

• Own the territory design framework and the annual carving process across the Americas, EMEA, and APAC. You’ll partner with first and second line sales leaders as well Field Ops counterparts
• Lead the quota-setting model and cycle, balancing coverage, fairness, and revenue potential.

Compensation strategy

• Own the analytical layer of comp design: plan modelling, accelerator economics, attainment analysis, and incentive programs — partnering with Finance, who operate payout.

Funnel math & definitions

• Co-own funnel math with Marketing Operations: activity conversion rate tracking, pipeline coverage definitions and pipeline generation goals, all feeding directly into the capacity model

What Does Success Look Like (First 3 Months)?

• The capacity model rebuilt and trusted: current state plus plan and downside scenarios, reviewed with Finance.
• The quota source of truth operational: every carrier, every number, one place.
• The next planning cycle scoped: calendar, workstreams, owners, decision points, and data requirements published.
• A ratified metric glossary for the planning domain, agreed with Finance and across GTM.

Skills and Experience

• Has built and run territory, quota, and capacity models for a multi-region B2B sales organization and knows how to defend the math under challenge.
• Able to design compensation plan structures (preferably for a consumption business), with incentive accelerators, attainment distribution modeling, and other incentive programs (e.g. SPIFFs).
• Works fluently in Google Sheets / Excel. Experience with planning platforms (Fullcast, Pigment, Anaplan, or similar) a plus.
• Has operated with a strong interlock with Finance.
• Communicates analysis at executive level: leads with the answer, articulates assumptions, holds up under pressure.

• Equity participation in our innovative mission to combat financial crime
• Unlimited Time Off Policy to promote work-life balance and well-being
• We embrace a hybrid approach that requires employees to be in the office for two days a week. We strongly believe that this approach fosters collaboration and enables the building of meaningful relationships
• Opportunities for collaboration and career development with smart, like-minded professionals
• Annual learning budget to support professional growth
• A home office budget to support working from home
• Enhanced parental leave and childcare benefits
• Life insurance and medical coverage through BUPA, including pre-existing conditions
• Pension contribution through The People's Pension