Senior GTM Planning & Strategy Lead
Cornerstone OnDemand, Detroit, MI, United States
Cornerstone OnDemand is looking for a strategic, analytical, and execution‑oriented
Principal, GTM Planning & Strategy
to help own and evolve the planning engine that underpins our go‑to‑market execution. This role sits at the intersection of
Sales, Finance, Marketing, and Revenue Operations
and is accountable for translating strategy into
capacity models, quota frameworks, territory design, and long‑range productivity plans
. You will partner closely with GTM leadership to drive tradeoff decisions, scenario modeling, and re‑planning across annual and in‑year cycles. This is a high‑impact role for someone who thrives in ambiguous problem spaces, brings strong modeling rigor, and can influence senior stakeholders with data‑backed recommendations. In This Role, You Will… GTM Planning & Strategy Own core GTM planning frameworks across
capacity, quota, territory, and coverage
, ensuring alignment to strategic priorities and growth objectives.
Lead
annual and in‑year planning cycles
, including AOP development, re‑planning support, and scenario analysis tied to market shifts or performance gaps.
Develop
long‑range productivity and growth models
that connect headcount, ramp, coverage, and efficiency assumptions to revenue outcomes.
Frame and quantify
strategic tradeoffs
(e.g., capacity allocation, investment shifts, coverage changes) to support executive decision‑making.
Capacity, Quota & Territory Design Design and maintain
capacity and headcount models
across segments, regions, and roles, incorporating ramp, attrition, and productivity assumptions.
Lead
quota‑setting frameworks
, partnering with Finance and Sales leadership to ensure fair, achievable, and strategically aligned targets.
Own
territory design and book‑of‑business models
, balancing market opportunity, rep capacity, and continuity considerations.
Support smooth
planning transitions between fiscal years and quarters
, ensuring clarity and execution readiness.
Scenario Modeling & Insights Build and maintain
scenario models
to assess upside/downside risk, investment options, and alternative GTM strategies.
Translate complex analyses into
clear insights, recommendations, and narratives
for senior GTM and executive audiences.
Partner with Analytics and Systems teams to improve automation, data quality, and scalability of planning inputs.
Cross‑Functional Leadership Act as a strategic thought partner to leaders across
Sales, Revenue Operations, Finance, and Marketing
.
Drive alignment between GTM strategy and operational execution through structured planning rhythms and clear decision frameworks.
Lead or influence cross‑functional initiatives that improve planning discipline, predictability, and transparency.
You’ve Got What It Takes If You Have… 7+ years of experience in
GTM planning, sales operations, revenue operations, strategy, or related roles
in a SaaS or subscription business.
Deep experience with
capacity modeling, quota setting, territory design, and scenario planning
in a complex sales organization.
Strong analytical and modeling skills, with the ability to translate ambiguity into structured, decision‑ready insights.
Demonstrated ability to influence senior stakeholders without direct authority.
Experience partnering closely with
Finance
on planning assumptions, targets, and tradeoff analysis.
Advanced proficiency in
Excel, Anaplan, and SFDC
and comfort working with BI tools (e.g. Tableau, Snowflake‑based analytics).
An extra dose of awesome if… Experience supporting
AOP or multi‑year planning
in a global GTM organization.
Familiarity with
productivity modeling, ramp curves, and sales efficiency metrics
.
Prior experience in
Revenue Operations or GTM Strategy & Planning
teams.
Exposure to planning automation or systems enablement.
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com
#J-18808-Ljbffr
Principal, GTM Planning & Strategy
to help own and evolve the planning engine that underpins our go‑to‑market execution. This role sits at the intersection of
Sales, Finance, Marketing, and Revenue Operations
and is accountable for translating strategy into
capacity models, quota frameworks, territory design, and long‑range productivity plans
. You will partner closely with GTM leadership to drive tradeoff decisions, scenario modeling, and re‑planning across annual and in‑year cycles. This is a high‑impact role for someone who thrives in ambiguous problem spaces, brings strong modeling rigor, and can influence senior stakeholders with data‑backed recommendations. In This Role, You Will… GTM Planning & Strategy Own core GTM planning frameworks across
capacity, quota, territory, and coverage
, ensuring alignment to strategic priorities and growth objectives.
Lead
annual and in‑year planning cycles
, including AOP development, re‑planning support, and scenario analysis tied to market shifts or performance gaps.
Develop
long‑range productivity and growth models
that connect headcount, ramp, coverage, and efficiency assumptions to revenue outcomes.
Frame and quantify
strategic tradeoffs
(e.g., capacity allocation, investment shifts, coverage changes) to support executive decision‑making.
Capacity, Quota & Territory Design Design and maintain
capacity and headcount models
across segments, regions, and roles, incorporating ramp, attrition, and productivity assumptions.
Lead
quota‑setting frameworks
, partnering with Finance and Sales leadership to ensure fair, achievable, and strategically aligned targets.
Own
territory design and book‑of‑business models
, balancing market opportunity, rep capacity, and continuity considerations.
Support smooth
planning transitions between fiscal years and quarters
, ensuring clarity and execution readiness.
Scenario Modeling & Insights Build and maintain
scenario models
to assess upside/downside risk, investment options, and alternative GTM strategies.
Translate complex analyses into
clear insights, recommendations, and narratives
for senior GTM and executive audiences.
Partner with Analytics and Systems teams to improve automation, data quality, and scalability of planning inputs.
Cross‑Functional Leadership Act as a strategic thought partner to leaders across
Sales, Revenue Operations, Finance, and Marketing
.
Drive alignment between GTM strategy and operational execution through structured planning rhythms and clear decision frameworks.
Lead or influence cross‑functional initiatives that improve planning discipline, predictability, and transparency.
You’ve Got What It Takes If You Have… 7+ years of experience in
GTM planning, sales operations, revenue operations, strategy, or related roles
in a SaaS or subscription business.
Deep experience with
capacity modeling, quota setting, territory design, and scenario planning
in a complex sales organization.
Strong analytical and modeling skills, with the ability to translate ambiguity into structured, decision‑ready insights.
Demonstrated ability to influence senior stakeholders without direct authority.
Experience partnering closely with
Finance
on planning assumptions, targets, and tradeoff analysis.
Advanced proficiency in
Excel, Anaplan, and SFDC
and comfort working with BI tools (e.g. Tableau, Snowflake‑based analytics).
An extra dose of awesome if… Experience supporting
AOP or multi‑year planning
in a global GTM organization.
Familiarity with
productivity modeling, ramp curves, and sales efficiency metrics
.
Prior experience in
Revenue Operations or GTM Strategy & Planning
teams.
Exposure to planning automation or systems enablement.
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com
#J-18808-Ljbffr