Senior Revenue Operations Manager - GTM Business Planning
About the Opportunity
New Relic is looking for a Senior Revenue Operations Manager – GTM Business Planning to own the operating system behind how we plan, pay, and scale our Go-To-Market (GTM) organization. Sitting at the intersection of Sales, Finance, and Systems, you will architect the annual GTM plan, design incentive compensation programs, and govern processes across quota, territory, and comp data.
What You'll Do
GTM Planning & Architecture: Own the annual planning cycle end-to-end, building capacity models and territory frameworks to ensure optimal market coverage and alignment with targets.
Incentive Compensation Design: Partner with FP&A to architect and govern financially sound sales incentive plans and compensation policies that motivate seller behavior, drive strategic priorities, and eliminate payout leakage.
Quota Management & Strategy: Establish fair quota methodologies, manage ongoing adjustments for transfers/hires, and evaluate rep productivity to handle market shifts.
Operations & Governance: Govern monthly sales compensation data within Salesforce and downstream systems to maintain audit-ready accuracy across territories and quotas.
Systems & Automation: Own the deployment of annual territories and quotas in Salesforce, drive the roadmap for GTM planning systems, and lead automation initiatives to eliminate manual effort and scale operations.
This Role Requires
B2B SaaS Experience: 6–8+ years in Revenue/Sales Operations, Sales Comp, FP&A, or GTM Strategy within high-growth, consumption-based B2B SaaS technology companies.
Annual Planning Execution: Demonstrated success leading annual GTM planning cycles end-to-end (capacity modeling, territory carving, quota setting, and Salesforce deployment).
Analytics & Technical Proficiency: Advanced expertise in financial modeling (Excel/Google Sheets), business intelligence platforms (Looker, Tableau), and Salesforce architecture (flow automation, custom objects, and schemas). Proven background collaborating with IT and Business Applications teams on CRM data structures and process automation.
Builder & Leadership Mindset: A "zero-to-one" operator skilled at building scalable GTM systems, translating vague business problems into technical workflows, and leading cross-functional projects.
Communication & Education: Exceptional stakeholder management and executive presentation skills, paired with a BS/BA degree in Business, Finance, Economics, or a quantitative field.
Bonus Points If You Have
Experience with AI-powered GTM tools for predictive scoring, forecasting, or territory carving.
Intermediate SQL skills and experience with Snowflake or AWS data pipelines.
Advanced degree (MBA or related master's).
Please note that visa sponsorship is not available for this position.
#LI-KM
The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.
New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, and other competitive benefits designed to improve the lives of our employees.
Estimated Base Pay Range
$131,000—$164,000 USD