Reporting to the Head of Sales Strategy & Analytics, the GTM Planning Lead is responsible for translating GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across direct and partner motions. You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline. You will lead capacity planning (HC and GPU), overall target design (booking, consumption, pipegen), territories, and incentive design to enable Fireworks' rapid expansion across the globe. Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth. This is not a pure admin seat and not a blank-slate build. You inherit a working in-house commissions stack and extend it as Fireworks scales. You will publish the annual plan in conjunction with GTM leadership and Finance, deliver territories and quotas on schedule, and run attainment diagnostics on a regular cadence.
Responsibilities
Design and drive the annual Go-To-Market planning process for the COO organization; Lead GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering and CS; Develop and evolve target-setting methodologies grounded in market opportunity, historical performance, and productivity expectations; Partner with Finance and GTM leadership to model capacity needs, ramp assumptions, productivity, and hiring requirements, including scenario models; Establish planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments; Design and manage process to forecast GPU demand and ensure alignment with GPU management team; Own market sizing, segmentation, and account tiering, and design territories and account assignment annually and in-year; Partner with Sales, Finance and Partnerships leadership on route-to-market and channel/partner coverage strategy; Co-design the compensation plan with Sales leadership, Finance and the compensation design team; Run the planning cadence: pipeline-coverage inspection, QBR inputs, and in-year re-forecasting and plan changes; Diagnose attainment and productivity gaps across ramp, coverage, pipeline and consumption, and recommend actions; Build and own a native end-to-end process and tooling for automation of business plan modeling; Partner with Data Engineering and GTM Engineering on source-of-truth data (CRM, billing/usage, roster/quotas)
Requirements
9+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams at a high-growth company, including ownership of a plan presented to a board or CFO; Significant experience in relevant fields and a comprehensive understanding of go-to-market design & sales planning, including territory design and incentive compensation; Significant experience interacting with C-suite Executives and closely partnering with Leaders at the VP level and below; Advanced analytical and financial modeling skills with a superb ability to drive high value insights; Hands-on experience planning a consumption-based or hybrid commit-plus-usage business; SQL and BI fluency, and experience with a planning or forecasting platform (for example Anaplan, Clari or Xactly); BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred
Nice to have
Experience at an AI/ML infrastructure, developer tools, or API-first company; Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve → sales-assisted conversions; Experience scaling a GTM organization through hypergrowth; Background in investment banking, finance or management consulting
Stany Zjednoczone · San Mateo
