Director, Sales Operations Go-to-Market Planning

Menlo Ventures; Menlo Park (CA); On-site; USD 222,000 - 331,000; Full time

Job summary

A leading company in AI Data Cloud is seeking a Sales Operations Director for Go-to-Market Planning to drive GTM strategy, analytics, and process design. The successful candidate will lead the GTM Planning team, ensuring effective sales forecasting, resource allocation and working within a rapidly growing environment. Ideal candidates will possess over 9 years of experience and strong expertise in revenue models, sales planning, and cross-functional collaboration.

Benefits

Medical, dental, vision, life, and disability insurance

401(k) retirement plan

Flexible spending & health savings account

Paid holidays and paid time off

Parental leave

Employee assistance program

Qualifications

• 9+ years of experience in GTM strategy, planning, and operations.
• Experience with consumption revenue models preferred.
• Ability to manage multiple projects and deliver insights from data.

Responsibilities

• Own annual GTM planning activities like territory design and headcount deployment.
• Develop scalable systems for sales planning and ensure execution.
• Collaborate with Field Operations on territory and quota operations.

Skills

Data analysis

Cross-functional collaboration

Problem solving

Project management

Presentation skills

Education

Bachelor degree in business, statistics, economics, or other quantitative disciplines

MBA

Tools

SQL

Excel

Salesforce

Anaplan

Pigment

Job description

Build the future of the AI Data Cloud. Join the Snowflake team.

Snowflake’s Sales Operations organization is seeking a Sales Operations Director for Go-to-Market (GTM) Planning to lead our GTM Planning team. In this role, you will apply subject matter expertise, learned knowledge of Snowflake, and pragmatic frameworks to drive key GTM strategy analytics, organization, and process design. You will be responsible for building the methodologies and guidelines to enable sales planning, developing the systems and processes to conduct sales planning with efficiency and operational rigor, and designing global programs & policies to drive consistent execution. Additionally, you will partner closely with our Field Operations team on territory planning, sales resource planning, and target setting to align with Snowflake’s strategic priorities and revenue goal.

IN THIS ROLE YOU WILL GET TO:

• Own annual GTM planning workstreams and ensure successful execution of planning activities such as territory design, headcount deployment, and quota allocation.

• Architect complex models, including our sales capacity model, pipegen model, and help drive commissions compliance.

• Partner with Field Operations on territory and quota operations across geographies to ensure consistent and timely distribution of territories, quotas, and sales compensation plans.

• Design, document, and deliver enablement on policies for managing account and quota assignment changes.

• Work collaboratively with cross-functional teams to drive alignment on sales planning and operational processes and execution towards Snowflake’s sales and revenue goals.

• Perform regular quota and attainment reviews across the global sales teams to ensure accurate performance reporting and commissions processing.

• Develop scalable systems and tools to support sales planning and operational processes.

• Be a trusted thought leader by providing strategic recommendations and delivering innovative solutions to support the growth and scale of Snowflake’s business.

ON DAY ONE WE WILL EXPECT YOU TO HAVE :

• 9+ years of professional experience with a core focus in GTM strategy, planning, and operations; operations experience at high growth enterprise technology industry experience is highly preferred. Experience with consumption revenue models is highly preferred.

• Deep experience and understanding of the overall sales planning process with the ability to dive deep on capacity model, territory design, quota deployment, and headcount mandatory.

• Proven ability to structure complex problems, derive insights from data, develop solutions, craft recommendations into executive presentations, and articulate clearly with stakeholders up to the senior leadership level.

• Ability to manage multiple concurrent projects and adjust on the fly to new demands with a sense of urgency.

• Demonstrated proficiency in cross-functional collaboration and ability to influence and get things done across functional domains.

• Proficiency with data analysis/manipulation tools like SQL and Excel.

• Experience with CRM and sales planning tools like Salesforce, Anaplan, and Pigment.

• Bachelor degree in business, statistics, economics, or other quantitative disciplines; MBA a plus.

Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com

The following represents the expected range of compensation for this role:

• The estimated base salary range for this role is $222,000 - $330,700.
• Additionally, this role is eligible to participate in Snowflake’s bonus and equity plan.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; at least 12 paid holidays; paid time off; parental leave; employee assistance program; and other company benefits.