Revenue Operations Analyst, GTM – Central Planning

🔥 0 minutes ago

🐊 Florida – Remote

🐊 Florida – Remote

💵 $120k - $140k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💹 Revenue Operations

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KnowBe4

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

🔒 Cybersecurity

☁️ SaaS

📚 Education

Cybersecurity • SaaS • Education

KnowBe4 is a leading platform specializing in security awareness training and simulated phishing to help organizations manage the human element of cybersecurity. The KnowBe4 HRM+ platform is used by approximately 70,000 organizations globally to bolster cybersecurity risk management strategies, integrating AI-powered solutions to improve security culture and user behavior. KnowBe4 offers a comprehensive array of products including email security, security coaching, and compliance training, designed to educate and protect against social engineering, phishing, and other cyber threats. Its innovative approach combines real-time security coaching and AI-defense agents to mitigate human risks and reduce vulnerabilities. Trusted by many top cybersecurity companies, KnowBe4 is a significant player in enhancing security awareness and compliance across industries.

📋 Description

• Own the design and maintenance of territory models across all segments (SMB, Mid-Market, Enterprise, International), balancing account load, whitespace opportunity, rep capacity, and equity of potential across the field • Evaluate and recommend territory structures including pod models, geo-based assignments, and vertical overlays — modeling the trade-offs of each approach against pipeline coverage and rep productivity • Map account potential and customer spend together to ensure fair and balanced territories across both Sales and Customer Success/Renewals motions • Build and maintain the annual GTM planning model — translating top-down revenue targets into segment-level quotas, headcount plans, quota deployment strategies, and productivity benchmarks • Own the bridge model between Finance's AOP number and the bottoms-up field view; surface structural gaps (insufficient pipe, under-resourced segments) early in the planning cycle • Manage quota deployment timing and over deployment logic — modeling how quota levels change month-to-month to maintain consistent overdeployment relative to AOP • Develop and maintain capacity planning models by role and segment, incorporating ramp curves, attrition assumptions, and productivity metrics • Model and maintain headcount ratio standards across the GTM organization • Conduct cohort analysis on rep productivity to identify ramp performance trends, segment-level attainment distributions, and leading indicators of rep success or attrition • Develop quota coverage model against AOP build • Own the weekly, monthly, and quarterly forecast roll-up process — standardizing submissions, performing variance analysis, and tracking forecast accuracy over time by leader, segment, and time horizon • Build and maintain pipeline coverage standards by segment, calibrated to actual historical conversion rates rather than industry rules of thumb • Produce and maintain a forecast accuracy scorecard at the manager and SVP level, providing feedback loops that improve submission quality over time • Partner with Sales leadership and HR/Finance on annual comp plan design — modeling plan changes against historical performance data to assess likely payout distributions and ROI • Model comp plan scenarios across role types • Build comp neutrality models to ensure reps are not penalized for marketplace fees, channel partner fees on a temporary basis • Drive the transition to a channel-forward GTM motion • Define rules for channel bookings attribution when multiple channel reps are engaged on the same partner's deals — and build reporting to track and enforce those rules • Build capacity models for the channel org that are distinct from direct-sales ratios — including CAM coverage targets, partner activation rates, and channel-sourced pipeline generation benchmarks • Partner with channel leadership to model channel conflict scenarios and define comp neutrality rules • Serve as the RevOps liaison to Finance as well as Marketing, Channel & Sales Leadership • Support CS and Renewal Ops on NRR modeling, GRR analysis, expansion quota frameworks, and renewal coverage planning • Work with Sales leadership to design and maintain the annual planning calendar — governing when territory models are locked, quotas communicated, comp plans finalized, and headcount hiring timelines confirmed

🎯 Requirements

• 3 years of experience in Revenue Operations, Sales Operations, or FP&A in a B2B SaaS environment; 5 years of experience preferred • Strong proficiency in Salesforce; experience with CRM data modeling and pipeline reporting • Advanced Excel or Google Sheets financial modeling skills; experience building bottoms-up quota and capacity models from scratch • Experience with BI tools (Tableau, Looker, or similar) • Demonstrated ability to work in environments with complex, multi-source data where reconciliation and definitional alignment are ongoing challenges • Comfortable presenting findings and recommendations to senior sales and finance leadership • High intellectual curiosity, attention to detail, and ability to balance multiple planning cycles simultaneously.

🏖️ Benefits

• company-wide bonuses based on monthly sales targets • employee referral bonuses • adoption assistance • tuition reimbursement • certification reimbursement • certification completion bonuses