PitchBook Data

Manager, Strategy and Planning

Seattle, Washington, United States

Sponsorship not specifiedDetected 1 day ago
Financial AnalysisForecastingExcelFP&ACustomer SuccessCadenceLeadershipCommunicationMentoringPublic SpeakingFinancial Reporting

About the role

  • Incentive compensation and commercial planning are among the most powerful levers in a growth-stage commercial organization - they shape how sellers prioritize, where the business invests, and how financial performance ultimately materializes. The Manager, Strategy & Planning owns these levers at PitchBook.
  • This role sits at the intersection of commercial strategy, financial planning, and incentive design. It is responsible for building and governing the compensation programs and financial frameworks that align our go-to-market organization with PitchBook's growth objectives - covering 500+ commissioned roles spanning Sales, Customer Success, and commercial leadership across every segment and geography.
  • This is not a plan administration role. It is a senior strategic function that requires deep understanding of our GTM motions and the ability to translate that understanding into compensation programs, Bookings forecasts, and financial frameworks that produce the right commercial outcomes. You will manage a team of three to four analysts and serve as the internal authority on how PitchBook incentivizes and plans for its commercial organization, from plan design and quota-setting through commission execution and governance.

Responsibilities

  • Own end-to-end design, implementation, and governance of Sales Incentive Plans (SIPs) for every commissioned role at PitchBook
  • Manage monthly and quarterly commission calculations and payout processes with a high standard for accuracy; serve as the final escalation point for disputes and exceptions across the commercial org
  • Own the Commissions forecasting process in close partnership with FP&A, ensuring monthly and quarterly commission expense projections are accurate, timely, and integrated into the company's financial planning cadence; proactively surface and communicate variance drivers to CFO and Finance leadership
  • Ensure SIPs are equitable, compliant, and operationally scalable; partner with Legal, Payroll, Finance, and HR to maintain plan integrity and consistent application across the organization
  • Build cost models and scenario analyses to quantify the financial impact of plan design changes; support CRO and CFO planning cycles with compensation budget projections and Commissions forecast sensitivity analyses
  • Lead the Bookings forecasting function for the commercial organization, directing analysts, and partnering with FP&A to build and maintain bottoms-up forecasting models by segment, product line, and seller cohort; own the reconciliation of the operational forecast to the financial plan on a monthly and quarterly basis
  • Partner with Commercial Analytics and GTM Systems to ensure the forecast integrates pipeline data, conversion rates, seasonality, and quota capacity - and surface the forecast to CRO and CFO as the primary commercial voice in Finance's planning process
  • Partner with FP&A to translate Bookings forecast outputs into Revenue and ARR projections, ensuring alignment between the commercial forecast and the company's financial reporting and planning models

Requirements

  • If you have a good attitude and are willing to roll up your sleeves to get things done, PitchBook is the place for you.

Compensation

  • 500+ roles spanning Sales, Customer Success, and commercial leadership including plan structure, pay mix, accelerators, SPIFFs, and annual plan documentation
  • Lead the annual quota-setting process in partnership with Commercial leaders and Finance; develop and maintain quota capacity models that account for headcount changes, ramp curves, segment mix, and financial targets
  • Lead a structured compensation governance cadence - facilitating cross-functional review of plan exceptions, policy evolution, and year-over-year plan retrospectives; maintain plan documentation and annual plan communications to sellers and managers
  • Shape long-term incentive strategy by connecting plan design to commercial performance outcomes; conduct ongoing benchmarking against external market data to ensure OTE competitiveness and inform pay mix recommendations
  • Support quarterly and annual planning cycles by directing scenario-based Bookings projections tied to headcount, territory, and investment decisions - enabling CRO, CFO, and Commercial leadership to evaluate trade-offs with financial precision
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This listing is sourced directly from PitchBook Data's careers page and normalized into a canonical job model.