KnowBe4
Revenue Operations Analyst, GTM & Central Planning (Remote)
Clearwater, Florida · Contract
Sponsorship not specified$120k-$140kDetected 19 days ago
Data VisualizationAgentic AISalesforceCRMSalesFinancial ModelingForecastingExcelFP&ACompensationCustomer SuccessCAMLeadershipCollaborationPublic SpeakingVariance Analysis
About the role
- KnowBe4 empowers the modern workforce to make smarter security decisions every day.
- Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans.
- The Revenue Operations Analyst - GTM & Central Planning is a high-impact, analytically-driven role responsible for the models, processes, and data infrastructure that underpin go-to-market execution.
Responsibilities
- GTM Planning & Territory Design
- Own the bridge model between Finance's AOP number and the bottoms-up field view
- 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
- 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
- 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
- Produce and maintain a forecast accuracy scorecard at the manager and SVP level, providing feedback loops that improve submission quality over time
- Compensation Design & Incentive Modeling
- Build comp neutrality models to ensure reps are not penalized for marketplace fees, channel partner fees on a temporary basis
Requirements
- Strong proficiency in Salesforce
- experience with CRM data modeling and pipeline reporting
- 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
- High intellectual curiosity, attention to detail, and ability to balance multiple planning cycles simultaneously
- 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
- Comfortable presenting findings and recommendations to senior sales and finance leadership
Nice to have
- 3 years of experience in Revenue Operations, Sales Operations, or FP&A in a B2B SaaS environment
- 5 years of experience preferred
Compensation
- 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
- 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
- Annual Planning & AOP Alignment
- 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
Benefits
- 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
- Develop quota coverage model against AOP build
- Build and maintain pipeline coverage standards by segment, calibrated to actual historical conversion rates rather than industry rules of thumb
- 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
- Support CS and Renewal Ops on NRR modeling, GRR analysis, expansion quota frameworks, and renewal coverage planning
Company info
- This is our good-faith estimate of the date the application window is anticipated to close.
- KnowBe4 reviews applications on a rolling basis and reserves the right to close the application window early if a qualified candidate for the position is identified.
- Our Fantastic Benefits
- We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment.
- For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.
- An applicant assessment and background check may be part of your hiring procedure.
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