Staff Revenue Strategy & Operations Manager, Core Operations at horizon3ai · LumiJobs

Responsibilities

We are hiring a Staff Revenue Strategy & Operations Manager to own Horizon3's go-to-market long-range plan: how the budget turns into headcount, capacity and targets, what has to be true globally and in each region to hit the number, and how we track whether we are on pace. The goal is one plan that top-down and bottom-up both agree with, and one set of numbers leaders trust.
This is a hands-on individual contributor role. You build the models, pull the numbers and present them yourself. You need to be as comfortable with the executive team as with a regional sales leader, and able to get people at different levels to commit to the same plan. You will work closely with the Core Operations lead, who owns the standards and processes the organization runs on.
GTM long-range plan: Own the go-to-market side of the long-range plan with Finance: headcount by role and region, hiring timing, ramp, productivity and capacity. Reconcile it to the budget every month so the plan, the roster and the projections tell the same story.
Capacity and headcount model: Build and maintain the model that shows how hiring turns into bookings capacity. Keep approved roles and start dates current, and work with Recruiting so the hiring plan and the capacity plan assume the same things.
Planning cycle: Run annual and in-year planning end to end: timeline, inputs, decision forums and sign-off. Territories, capacity and quotas are out before the fiscal year starts.
Quota allocation: Turn Finance-approved targets into segment, team and role-level quotas based on capacity, territory potential and productivity history. Check that quotas are attainable and fair before they reach the field. Sales Compensation owns how quota is constructed (buffer, proration, ramp, crediting); work with them so allocation and construction run as one method.
Goal framework: Set the goals beyond quota that spell out what has to be true globally and in each region: pipeline generation, conversion, SE and top-of-funnel targets agreed with Marketing, Channel and SDR. Keep them consistent so regional goals add up to the global plan.
Performance and efficiency metrics: Define the core performance and efficiency metrics, what they mean and how often they are reviewed. Pull and review the numbers, set the reporting calendar and requirements, and sign off that what Analytics publishes measures what the plan set.
Planning governance: Own how in-year changes to quota, territory and headcount are requested, approved and recorded, with clear thresholds. Run scenario planning for leadership with the assumptions written down.
Global and regional alignment: Be the operating partner to FP&A on heads, capacity and targets, and to the regional partners on their plans. Make sure every region's inputs land in the model, every region gets its plan and quotas back on time, and the global and regional plans tie.
What We Look For
8+ years in GTM planning, sales strategy and operations, revenue operations or sales finance in B2B SaaS, including end-to-end ownership of at least one global annual planning and quota cycle.

Staff Revenue Strategy & Operations Manager, Core Operations

Responsibilities

Benefits

Company

horizon3ai

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