Senior RevOps: GTM Planning & Analytics Lead

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 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.