GTM Planning & Operations Analyst

An overview of this role

As a GTM Planning & Operations Analyst, you'll support GitLab's go to market planning, target setting, and compensation design, as well as the associated analytics and tools. In this role, you will apply deep expertise in data, sales strategy, and annual planning frameworks to connect GitLab's GTM strategy to a clear plan for revenue growth. As the subject matter expert on capacity planning, you will take complete ownership of the quota and target planning, drive alignment across Sales, Marketing, Customer Success, and Finance.

What you'll do

• Drive quota planning in the annual Go-To-Market planning process for the CRO organization.
• Partner closely with Sales Finance and the rest of Field Operations to design quota and compensation plans for roles across the CRO organization (including core Sales, Customer Success, Ecosystem, Management and others).
• Iterate on the Field Planning & Bottoms-up Quota Capacity Models; maintain throughout the year and use to drive insights that improve efficiency of the GTM motion.
• Deliver insightful performance analytics that lead to improvements in the design and effectiveness of compensation models.
• Monitor quota attainment trends and provide operational support throughout the year.
• Own high-impact reporting on all People Performance data points in the CRO organization: hiring to plan, Sales Capacity, Productivity, Quota Attainment, etc.
• Provide the CRO organization with thoughtful insights about the effectiveness of Go-To-Market planning initiatives.

What you'll bring

• Experience in consulting, revenue operations, or finance, preferably in the SaaS industry, with a focus on business strategy and modeling.
• Advanced analytical and financial modeling skills with high motivation to drive high-value insights.
• Working knowledge of Salesforce, Xactly, Tableau, and G Suite.
• Intermediate SQL proficiency preferred for working with Snowflake and complex data models.
• Ability to partner, collaborate, and influence across functional areas (e.g., Finance, People Operations, Data, and Sales) and support multiple business partners.
• Excellent problem solving, project management, interpersonal and organizational skills.

About the team

The Go-To-Market Planning and Operations team sits within GitLab's Revenue Strategy & Operations organization and focuses on turning sales and go-to-market data into clear, actionable insights for leaders and frontline teams. You'll join a distributed group that partners closely with Sales, Customer Success, Finance, and other Revenue Operations team members to understand pipeline health, quota performance, and broader go-to-market metrics, and to build the tools and reporting that support better decisions. The team works asynchronously across time zones, using GitLab and our data stack to collaborate on projects, share context, and maintain transparency. Current priorities include strengthening our sales analytics foundation, deepening our use of business intelligence tools like Tableau, and building repeatable analytics that help stakeholders quickly understand performance and identify opportunities to improve results.

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