Manager of Revenue Operations

**Manager of GTM Planning & Operations** **About the Role** The Manager of GTM Planning & Operations owns the design and execution of AvidXchange’s go-to-market planning engine — territory design, quota setting, sales compensation, and the underlying account and contact data that makes those processes trustworthy. This is a hands-on, player-coach role: you will personally build and QA territory and data workflows while leading a team of specialists (Territory Analyst, Sales Compensation Analyst) who execute the day-to-day. You will partner closely with Sales, Strategic Partnerships, Business Development, and Finance to align revenue goals with our execution strategy. **What you will do** ***GTM Planning & Territory Strategy*** - Proactively monitor, optimize, and refine territories throughout the year — identifying whitespace, coverage gaps, and emerging areas of opportunity to drive revenue results, not just executing a once-a-year design. - Own the annual and in-year go-to-market planning cycle, including account segmentation, territory design, and coverage models. - Lead hands-on territory strategy and execution — building account universes, scoring, and routing logic using data enrichment tools such as Clay and ZoomInfo. - Partner with Sales, Strategic Partnerships, and Business Development to align territory design and account assignment with pipeline coverage and revenue goals. - Direct the Territory Analyst's build and QA of territory rules, account rosters, and CRM territory hierarchies. - Define and monitor KPIs related to territory management, communicating out results with key stakeholders. ***Data Management & Systems*** - Own the integrity of GTM data — accounts, contacts, and territories — across CRM and enrichment platforms. - Drive adoption and continuous improvement of data enrichment workflows (Clay, ZoomInfo) to keep account and contact data accurate and current. - Partner with the RevOps Systems team to automate territory, quota, and compensation workflows and logic - Identify and resolve duplicate records in the CRM, and put processes in place to prevent recurring duplication as accounts and contacts scale. - Document data definitions, territory rules, and process changes, and provide clear, accessible reference materials for cross-functional partners relying on GTM data. ***Quota & Capacity Planning*** - Oversee quota-setting methodology, cascading revenue targets down to individual rep and team quotas. - Build and maintain bottoms-up capacity models tied to headcount, ramp, and productivity assumptions. - Monitor quota attainment throughout the year and flag coverage or capacity risk early. ***Sales Compensation*** - Oversee design, documentation, and administration of incentive compensation plans across sales and sales-adjacent roles, partnering with Sales & Marketing leadership, Finance and Talent. - Direct the Sales Compensation Analyst's commission calculations, plan administration, and dispute resolution. - Run compensation plan effectiveness analysis and recommend design changes to improve motivation and ROI. ***Team Leadership*** - Coach and develop a team by setting vision, goals, and expectations in line with the broader RevOps organization. **What we are looking for:** - 3–5+ years in Sales Operations, Revenue Operations, or GTM Strategy, including at least 1–2 years of people management experience. - Hands-on experience with territory strategy and execution, including direct use of data enrichment tools such as Clay and ZoomInfo. - Demonstrated experience owning quota setting and sales compensation plan design and/or administration. - Advanced Excel/Google Sheets and data analysis skills; SQL proficiency a plus. - Experience with CRM (Salesforce), incentive compensation management tools (e.g., SPIFF, Xactly, CaptivateIQ), and planning tools - Experience maintaining CRM data hygiene, including record deduplication and ongoing data quality processes. - Strong cross-functional collaboration and…