Note: The job is a remote job and is open to candidates in USA. KnowBe4 empowers the modern workforce to make smarter security decisions every day. The Revenue Operations Analyst — GTM & Central Planning is responsible for the models, processes, and data infrastructure that underpin go-to-market execution, serving as the analytical backbone for territory design, quota setting, and forecasting.
Responsibilities
- 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
Skills
- 3 years of experience in Revenue Operations, Sales Operations, or FP&A in a B2B SaaS environment
- 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
- 5 years of experience preferred
Benefits
- Company-wide bonuses based on monthly sales targets
- Employee referral bonuses
- Adoption assistance
- Tuition reimbursement
- Certification reimbursement
- Certification completion bonuses
Company Overview
Company H1B Sponsorship