GTM Planning and Analysis Lead

ComplyAdvantage; London (KY); Hybrid; USD 122,000 - 190,000; Full time

Benefits offered by this job

Equity participation in our mission

Unlimited Time Off

Hybrid office two days a week

Learning budget

Home office budget

Enhanced parental leave

Life insurance & medical via BUPA

Pension contribution

Job summary

ComplyAdvantage is hiring an AI-first planning leader to design territories, set quotas, and build capacity models that fuel growth. This senior IC role offers autonomy to build the planning function from scratch, with global scope across GTM regions.

You will run annual planning end-to-end, interlock with Finance, and develop models that guide how the revenue organization deploys people and resources.

Qualifications

• Has built and run territory, quota, and capacity models for a multi-region B2B sales organization.
• Designs compensation plan structures with accelerator economics and attainment modeling.
• Fluent with Google Sheets / Excel; experience with planning platforms is a plus.
• Strong interlock with Finance and ability to present at executive level.

Responsibilities

• Own the annual planning process from assumptions to approved plan across regions.
• Build and run the capacity model with hiring plans, ramp time, and attrition assumptions.
• Own the territory design framework and the quota-setting model for Americas, EMEA, APAC.
• Lead analytical layer of compensation design, accelerators, and payout programs.
• Co-own funnel math with Marketing Operations and set pipeline goals.
• Define success metrics and data requirements for the planning domain.

Skills

Territory design

Quota setting

Capacity modeling

Finance interlock

Executive-level communication

Tools

Google Sheets/Excel

Fullcast

Pigment

Anaplan

Job description

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.

What’s in it for you?

• 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

About us:

Our mission is to empower every business to eliminate financial crime.

By harnessing AI, a unified platform, and an extensive partner ecosystem, we help customers turn compliance into a catalyst for growth, operational resilience, and enduring regulatory trust.

More than 3,000 enterprises across 75 countries rely on our end-to‑end platform and the world’s most comprehensive financial crime risk intelligence. With full-stack agentic automation, we help organizations automate up to 95% of KYC, AML, and sanctions reviews, cut onboarding times by 50%, reduce false positives by 70%, and handle 7x more work with the same staff.

ComplyAdvantage is headquartered in London and has global hubs in New York, Lisbon, Singapore, and Cluj‑Napoca. It is backed by Balderton Capital, Index Ventures, Ontario Teachers’ Pension Plan, Goldman Sachs, and Andreessen Horowitz. Learn more about compliance re‑engineered for the age of AI at complyadvantage.com.