Principal GTM Forecasting & Planning Analyst

Monotype; Woburn (MA); Hybrid; USD 130,000 - 170,000; Full time

Benefits offered by this job

Hybrid work arrangements

Medical insurance coverage

Bonus program & uncapped commission

Global, creative environment

Job summary

Monotype is seeking a Principal - GTM Forecasting, Planning & Analytics to own the forecasting and planning operating system for our global sales organization.

This role will establish cadence, processes, and reporting rhythm to drive early, accurate forecasting and headcount planning, partnering with Sales and Finance, and collaborating with HR, Enablement, and Customer Success to scale our operating system.

Qualifications

• 5+ years in Revenue/Sales Ops, GTM strategy, FP&A or related, with forecasting ownership.
• Experience in SaaS/tech or high-growth with recurring revenue.
• Proven track record improving forecast accuracy and accountability across functions.
• Strong CRM data hygiene, pipeline management, and quota planning.
• Experience leading change management and cross-functional initiatives.

Responsibilities

• Own end-to-end forecasting operating system for the global sales org.
• Own deal review process and cadence for stage integrity and forecast accuracy.
• Forecast across new business, renewals, and expansion with scenarios and quota analysis.
• Model headcount and capacity planning in partnership with Sales, Finance, HR.
• Support annual and quarterly planning with targets, territory inputs, and analytics.
• Design weekly forecast calls, pipeline reviews, and QBRs with clear metrics.
• Build unified ARR roll-up, dashboards, and KPIs for leadership.
• Optimize Salesforce processes and data quality for forecasting outputs.
• Lead cross-functional initiatives and drive AI/automation enhancements.
• Collaborate with Sales, Finance, HR, Enablement, and Customer Success.

Skills

Forecasting

Sales Operations

GTM Strategy

Leadership

SQL

Tools

Salesforce

Tableau

Power BI

Looker

SQL

Job description

Named \"One of the Most Innovative Companies in Design'' by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company’s rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype specializes in the design, development, licensing, and management of typefaces and font technologies for the world’s biggest global brands and individual creative professionals, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences.

Want to learn more about who we are, what we do, and how you can become part of our team of over 1,000 talented employees across the globe? Visit us at www.monotype.com.

We are looking for a Principal - GTM Forecasting, Planning & Analytics to own the forecasting and planning operating system for our global sales organization. This person is responsible for establishing the cadence, processes, and reporting rhythm that allow Sales to drive early, accurate, global, regional and deal-level forecasting. You will own deal review, sales forecasting, and headcount planning for the sales organization, partnering closely with Sales and Finance, and working in partnership with HR, Enablement, and Customer Success as we build and scale our operating systems.

The ideal candidate is a builder and an operator – someone who can design rigorous, repeatable forecasting and planning processes, translate ambiguity into structure, and influence senior leaders with clear, data-backed insight. You are equal parts strategist and hands-on analyst, comfortable defining how the operating system should work and holding the organization accountable to it.

What you’ll be doing:

• Own the end-to-end forecasting operating system for the global sales organization – establishing the cadence, methodology, and reporting rhythm that drive early and accurate, deal-level forecasting based on in-flight opportunities.
• Own the deal review process – design and run the recurring deal inspection and key deal review cadence, ensuring opportunities are scrutinized for stage integrity, close date accuracy, and risk, and that commitments roll up into a defensible forecast.
• Own sales forecasting across new business, renewals, and expansion – produce best / likely / worst scenarios, commit vs. upside views, and gap-to-quota analysis, and continuously improve forecast accuracy over time.
• Own headcount and capacity planning for the sales organization – model productivity, ramp, and coverage assumptions to inform hiring plans, in partnership with Sales leadership, Finance, and HR.
• Support annual and quarterly planning – target setting, quota and coverage modeling, territory inputs, and the supporting analytics that underpin the operating plan.
• Design and own the operating rhythm and business review cadence (weekly forecast calls, pipeline reviews, QBRs), defining the agendas, inputs, and metrics that make these meetings rigorous and decision-oriented.
• Build and maintain the unified ARR roll-up and the dashboards, reports, and KPIs leadership relies on to track performance, predict the quarter, and surface risks and opportunities early.
• Optimize sales workflows in Salesforce by designing the process and requirements for the Salesforce/Systems team to execute – owning the “what and why” of process design rather than the build itself.
• Establish and enforce data quality, pipeline hygiene, and process governance standards so that the forecast and planning outputs rest on trustworthy data.
• Support ad hoc go-to-market operations and strategic project work as priorities emerge across the revenue organization.
• Partner cross-functionally with Sales and Finance, HR, Enablement, and Customer Success – to build, align, and operationalize our planning and forecasting systems.
• Identify opportunities to apply AI, automation, and improved workflows to streamline forecasting, planning, and reporting and to raise organizational productivity.

What We’re Looking For:

• 5+ years of experience in Revenue Operations, Sales Operations, GTM Strategy & Planning, FP&A, or a closely related function, including experience owning forecasting and planning.
• Experience in SaaS, technology, B2B sales, or high-growth organizations, ideally with recurring/subscription revenue models spanning new business, renewals, and expansion.
• Demonstrated ownership of a sales forecasting process and operating cadence, with a track record of measurably improving forecast accuracy and predictability.
• Deep experience with pipeline management, deal inspection, territory and quota planning, headcount/capacity modeling, and sales process design.
• Strong Salesforce expertise – able to design process and requirements for a systems team to execute, with a clear understanding of CRM data structures and hygiene.
• Strong experience with BI/reporting tools such as Tableau, Power BI, Looker, or Salesforce reporting; comfort with SQL/SOQL and data tooling is a strong plus.
• Familiarity with forecasting platforms (e.g., Gong Forecast, Clari, or similar) is a plus.
• Excellent analytical, problem-solving, and project management skills, with the ability to turn complex data and ambiguity into clear structure and recommendations.
• Proven ability to influence and communicate with senior stakeholders, presenting insights and driving accountability across functions.
• Experience leading change management and cross-functional initiatives in a fast-paced environment.
• People leadership experience, or a clear readiness to build and coach a team.
• Growth mindset and willingness to learn and adopt new tools, including AI and automation platforms.
• Experience using AI tools, automation, or advanced analytics to improve financial planning, reporting, forecasting, or business insight generation

What’s in it for you:

• Hybrid work arrangements and competitive paid time off programs.
• Comprehensive commercial medical insurance coverage to meet all your healthcare needs.
• Competitive compensation with corporate bonus program & uncapped commission for quota-carrying Sales
• A creative, innovative, and global working environment in the creative and software technology industry
• Highly engaged Events Committee to keep work enjoyable.
• Reward & Recognition Programs (including President’s Club for all functions)
• Professional onboarding program, including robust targeted training for Sales function
• Development and advancement opportunities (high internal mobility across organization)
• Retirement planning options to save for your future, and so much more!

Monotype is an Equal Opportunities Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.