GTM Capacity & Quotas Strategy Lead

LeanScale, Inc.; San Mateo (CA); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive compensation

Strong equity package

Medical/dental/vision benefits

Job summary

Fireworks AI is seeking a Central Planning Manager to translate GTM strategy into headcount capacity plans, quotas, and pipegen targets. You’ll own planning models and partner with GTM and Finance leadership, shaping how capacity and targets align with revenue goals.

You will drive end-to-end GTM planning, collaborate with Finance and Field Ops, and design scenarios that balance headcount, pipeline, and consumption.

Qualifications

• 6+ years in GTM planning, quota setting, and/or productivity-related revenue operations workstreams.
• Strong understanding of go-to-market design and sales planning, including how capacity, quota, and pipeline targets fit together.
• Significant experience presenting analysis to senior leaders and closely partnering with leaders at the Director and VP level.
• Advanced analytical and financial modeling skills with a superb ability to drive high value insights.
• Hands-on experience building headcount, ramp, and quota capacity models for a consumption-based or hybrid commit-plus-usage business.
• SQL and BI fluency, and experience with a planning or forecasting platform (Anaplan, Clari or Xactly).
• BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred.

Responsibilities

• Drive the annual Go-To-Market planning process for the COO organization under the GTM Planning Lead.
• Owning GTM capacity planning and target-setting, translating growth targets into coverage, headcount, and productivity plans across Sales, Field Engineering and CS.
• Applying and refining target-setting methodologies, ensuring targets are grounded in market opportunity, historical performance, and productivity expectations.
• Partnering with Finance, Field Ops, and GTM leadership to build and maintain models of capacity needs, ramp assumptions, productivity, and hiring requirements for annual and long-range planning, including scenario models that show the tradeoffs between headcount, pipeline, compute supply, productivity, and revenue before decisions are made, and present scenarios to the GTM Planning Lead.
• Maintaining planning frameworks and analytics to monitor capacity, quota attainment, and productivity and inform in-year adjustments.
• Own pipeline-generation (pipegen) targets by segment and team, and track pipeline coverage against them.
• Partner with the GPU management team so headcount, pipeline, and consumption assumptions feed the GPU demand forecast.

Skills

GTM planning

Quota setting

Productivity revenue ops

Executive communication

Analytical & financial modeling

Headcount modeling

SQL

BI fluency

Education

BA/BS in quantitative field

Tools

Anaplan

Clari

Xactly

Job description

Fireworks AI is seeking a Central Planning Manager to translate GTM strategy into headcount capacity plans, quotas, and pipegen targets. You’ll own planning models and partner with GTM and Finance leadership, shaping how capacity and targets align with revenue goals.

You will drive end-to-end GTM planning, collaborate with Finance and Field Ops, and design scenarios that balance headcount, pipeline, and consumption.