Go To Market Planning & Insights Lead

The Go‑To‑Market Planning & Revenue Insights Lead role is a senior Revenue Operations position responsible for leading the company’s annual sales planning cycle and serving as a high‑impact data analyst for the remainder of the year. 

This role partners closely with RevOps and Sales leadership, as well as Finance to design data‑driven territories and quotas, operationalize plans in Salesforce, and provide ongoing analytical support—primarily focused on territory performance, coverage, and revenue execution. 

This is a hands‑on role that blends structured annual planning with flexible, ad hoc analysis to support day‑to‑day sales and finance decision‑making. 
  

Annual Sales Planning (Primary Focus ~50% of the Role) 

• Lead the end‑to‑end annual sales planning cycle, including:  

• Territory design and segmentation 

• Quota methodology and allocation 

• Capacity and coverage analysis 

• Partner with Sales leadership and Finance to align revenue targets with territory and quota design 

• Develop data‑driven recommendations using historical performance, pipeline trends, and market signals 

• Translate planning decisions into operational reality by deploying territories, quotas, and assignments in Salesforce (SFDC) 

• Ensure planning logic is well‑documented, auditable, and understood by stakeholders 

Territory & Revenue Analytics (Ongoing Focus ~50% of the Role) 

• Serve as a senior analytical partner to Sales and Finance throughout the year 

• Own territory‑related analysis, including:  

• Territory performance and balance 

• Coverage efficiency 

• White‑space and opportunity analysis 

• Deliver ad hoc revenue and sales performance analysis to support leadership decisions 

• Partner with Finance on forecast support, variance analysis, and revenue tracking 

• Answer complex business questions with clear analysis, not just reporting 

Salesforce & Data Enablement 

• Own accurate deployment and maintenance of territory and quota structures in Salesforce 

• Ensure SFDC data integrity for territory, account, opportunity, and revenue analysis 

• Create and maintain reporting and dashboards that support territory and revenue insights 

• Improve analytical workflows and repeatable datasets for planning and ongoing analysis 

  
What will you bring to Omnissa?  

• Education: Bachelor’s degree in Business, Finance, Data Analytics, or a related field; advanced degree preferred. 

• Experience: 5+ years in Revenue Operations, Sales Operations, or a similar role with a strong focus on territory creation and/or quota modeling in a SaaS, tech, or B2B environment. 

• Technical Proficiency:  Strong Excel modeling and data manipulation skills required. Strong SFDC knowledge. Competent in building dashboards in Tableau (or PowerBI, etc.). SQL knowledge a plus. Experience with Anaplan or another sales planning tool a plus. 

• Analytical Skills: Ability to interpret complex pipeline and revenue data, identify trends, and translate insights into actionable recommendations for leadership. 

• Communication Skills: Skilled at presenting forecast insights clearly to both technical and non-technical stakeholders; ability to influence decision-making through data storytelling. 

• Project Management: Strong organizational skills with the ability to manage multiple forecasting and analytics initiatives in a fast-paced environment. 

Desirable Traits: 

• Process-Oriented: A strong understanding of revenue operations processes and experience in mapping and optimizing workflows to drive efficiency. 

• Revenue-Focused: A deep understanding of KPIs that drive revenue growth 

• Problem-Solver: Ability to analyze complex problems, identify root causes, and propose solutions to improve revenue outcomes. 

• Tech-Savvy: A passion for leveraging technology to solve business problems, streamline processes, and enhance data visibility. 

• Collaborative: A team player who thrives in a cross-functional, fast-paced environment and is comfortable working with teams across sales, marketing, product, and customer success. 

Omnissa is an Equal Employment Opportunity company and Prohibits Discrimination and Harassment of Any Kind: 
 
Omnissa is committed to the principle of equal employment opportunity and to providing a work environment free of discrimination and harassment. All employment decisions at Omnissa are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, ancestry, ethnicity, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past, present, or prospective service in the uniformed services, family medical history or genetic information, family or parental status, veteran status, or any other status protected by applicable laws or regulations in the locations where we operate. Omnissa will not tolerate discrimination or harassment based on any of these characteristics. Omnissa welcomes applicants of all ages. Omnissa will provide reasonable accommodations to applicants and employees who have protected disabilities consistent with applicable federal, state and local law. 
 

This job requisition is not eligible for employment-based immigration sponsorship by Omnissa.