GTM Planning & Revenue Ops Lead

Fireworks; San Mateo (CA); On-site; USD 140,000 - 210,000; Full time

Job summary

Fireworks is hiring a Central Planning Manager to translate GTM strategy into headcount capacity plans, quotas, and pipegen targets. You will own planning models and collaborate with GTM, Finance, and field ops to align headcount with strategic revenue goals and compute supply.

This role balances competitiveness, scalability, and financial discipline, shaping revenue predictability and long‑term growth in a hybrid/consumption-based environment.

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 (for example 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.
• 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) so calculations are reproducible and auditable.

Job description

Fireworks is hiring a Central Planning Manager to translate GTM strategy into headcount capacity plans, quotas, and pipegen targets. You will own planning models and collaborate with GTM, Finance, and field ops to align headcount with strategic revenue goals and compute supply.

This role balances competitiveness, scalability, and financial discipline, shaping revenue predictability and long‑term growth in a hybrid/consumption-based environment.