Senior Manager, GTM Planning & Analytics

OpenKrill; United States; Remote; USD 140,000 - 230,000; Full time

Job summary

HiveMQ is seeking aSenior RevOps professional to own annual planning, quotas, capacity modeling, and end-to-end revenue analytics. You’ll partner with Sales, Marketing, and Finance leadership, turning data into actionable plans that drive growth.

You’ll design and govern KPIs, forecast rigor, and ensure alignment from MQL to close won, leveraging Salesforce and a modern BI stack. This is a senior IC role with real influence on GTM strategy.

Qualifications

• 7+ years in RevOps, Sales Strategy & Ops, GTM planning or FP&A in a B2B SaaS startup.
• Hands-on experience owning annual planning, quota setting and capacity modeling.
• Track record of full-funnel analysis across marketing and sales with funnel leakage insights.
• Expert Excel/Sheets modeling skills.
• Deep Salesforce fluency across reporting and data models.
• Strong data intuition to distinguish data quirks from real business changes.
• Trusted partner to Sales, Finance, Marketing and exec leadership.
• Builder mindset: drive plan-to-pipeline without losing thread.

Responsibilities

• Lead annual planning end to end: bookings model, assumptions, scenarios, and executive storytelling.
• Build capacity, coverage, and productivity models linking hiring to outcomes.
• Design and roll out quotas across segments and roles with ramp, prorations and in-year changes; collaborate with Finance on comp.
• Set top-down forecast and validate against bottoms-up pipeline; own gaps.
• Define and govern KPIs (ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, cycle time).
• Become the go-to funnel expert; know conversion and velocity by segment/source.
• Spot headwinds early with leading indicators on activity, pipe-gen and forward coverage.
• Deliver bookings, attainment and productivity reports for GTM leadership; surface risk in time to act.
• Drive recommendations to decisions and close the loop on results.

Skills

RevOps experience

GTM planning

Excel/Sheets modeling

Salesforce fluency

Data intuition

Executive stakeholder partnership

Ambiguity tolerance

Tools

Salesforce

SQL

BI stack

Job description

HiveMQ is the Industrial AI Platform helping enterprises move from connected devices to intelligent operations. Built on the MQTT standard and a distributed edge-to-cloud architecture, HiveMQ connects and governs industrial data in real time, enabling global leaders like Audi, BMW, Eli Lilly, and Siemens to operationalize AI and drive innovation at scale.

At HiveMQ, our culture is Effortless → Empowered → Relentless. We make the complex simple, act with confidence and ownership, and never stop pushing the boundaries of what’s possible. Join us to power the future of intelligent industry.

HIVEMQ'S VISION FOR THIS ROLE

This is a chance to shape how HiveMQ plans and runs revenue. You’ll report to the VP of RevOps and partner daily with Sales, Marketing, and Finance leadership as the analytical engine behind the business. You’ll own annual planning (the bookings model, capacity, quotas, and the top-down targets that anchor the year), the KPIs the company runs on, and the funnel end to end, from MQL to closed won. It’s a senior IC seat with a real voice in the room. Your analysis won’t sit in a deck. It’ll drive what we do next.

WHAT YOU'LL DO:

• Lead annual planning end to end: the bookings model, assumptions, scenarios, and the story we tell the exec team and board
• Build the capacity, coverage, and productivity models that connect who we hire to what we achieve
• Design and roll out quotas across segments and roles: methodology, ramp, proration, and in-year changes. Partner with Finance to deliver comp that actually motivates the team
• Set the top-down forecast that anchors the year, pressure test it against bottoms-up pipeline, and own the gap when they disagree
• Define and govern the KPIs that drive revenue (ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, and cycle time), and build the cadences that help us improve them
• Become the go‑to expert on our funnel. Know conversion and velocity at every stage by segment and source, and trust your instincts on when to dig deeper
• Spot where the business is heading before it gets there. Build leading indicators across activity, pipe‑gen, and forward coverage that flag early when the plan is at risk
• Deliver the bookings, attainment, and productivity reporting GTM leadership runs on, and make sure pipeline reviews, forecast calls, and QBRs surface risk while there’s still time to act
• Drive recommendations to a decision, then follow through on whether they shipped and whether they worked. Call it out when the data can’t support a conclusion, and lead the fix

WHO YOU ARE:

• 7+ years in RevOps, Sales Strategy & Ops, GTM planning, or GTM-focused FP&A, ideally at a B2B SaaS startup
• Hands‑on experience owning annual planning, quota setting, and capacity modeling
• A track record of full‑funnel analysis across marketing and sales, with a strong point of view on where funnels leak and why
• Expert Excel/Sheets modeler. Others can open your models, understand them, and trust them
• Deep Salesforce fluency across reporting and the data model, and comfortable in a modern warehouse/BI stack
• Strong data intuition. You catch the wrong number before anyone else, and you can tell when the business changed versus when the way we record it changed
• A trusted partner to Sales leadership, Finance, Marketing, and the exec team
• A builder at heart. You cut through ambiguity instead of waiting for it to clear, move from the annual plan to this week’s pipe‑gen without losing the thread, and stay practical about where AI actually takes work off the GTM team’s plate

NICE TO HAVE:

• Experience with PLG or self‑serve funnel analytics alongside a sales‑led motion
• Background supporting a technical or dev‑led product, ideally in IIoT or data infra
• Advanced SQL. You’d rather pull the answer from the warehouse yourself than file a ticket and wait

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EXCERPT FROM OUR CUSTOMER LIST

https://www.hivemq.com/customers/

Informations about our job advertisements

Job advertisements of HiveMQ GmbH are always directed at female, male and various applicants, regardless of age, gender, religion, sexual identity, disability, race, ethnic origin, world view, etc. The selection of a candidate is exclusively based on qualifications. For organisational reasons, we cannot return application documents and cannot reimburse any expenses that you incur during the application process.