Apply on Employer Site

Clio · 3 weeks ago

GTM & Capacity Planning Manager

United States

Full-time

Remote

Mid Level

$109K/yr - $148K/yr

3+ years exp

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely. They are seeking a GTM & Capacity Planning Manager to join their Revenue Operations team, responsible for owning annual and quarterly planning processes, analyzing sales productivity, and collaborating cross-functionally to support revenue targets.

Artificial Intelligence (AI)CRMLegalLegal TechSoftware

Responsibilities

Owning the annual and quarterly planning processes for SMB and Enterprise businesses, including account segmentation, coverage model design, global quota-setting, resource allocation, and revenue forecasting

Building and refining complex planning models (quota, capacity, territory) to translate business processes into structured analytical models that provide clear insights on revenue impact and GTM efficiency

Analyzing sales productivity, market trends, the competitive landscape, and funnel dynamics to surface strategic growth opportunities and risks

Driving a comprehensive approach to planning that aligns long-term business strategies with tactical execution through the recommendation of hiring targets and schedule, revenue goals, and allocation of resources across regions, segments, and GTM motions

Identifying and expanding Total Addressable Market (TAM) to drive GTM strategy, leveraging a deep understanding of market dynamics and operational constraints

Serving as a trusted expert by providing strategic recommendations and delivering solutions that support high-level growth and scaling initiatives

Collaborating cross-functionally to create formal networks and drive aligned execution across senior leadership, Marketing, Business Operations, and Finance

Partnering with Finance, Sales & CS Operations, Business Operations, Marketing, Sales, and CS leaders, and other stakeholders to support quota and target setting, territory design, and ROI modeling to achieve Clio’s revenue targets

Demonstrating independent judgment to identify, structure, and resolve policy and process gaps, data inconsistencies that impede the planning lifecycle while designing new governance policies to drive consistency in GTM and capacity planning

Owning and delivering complex analyses on sales and CS performance metrics (e.g., pipeline generation trends, forecast accuracy, rep productivity, and sales capacity gaps), and translating data into clear, actionable narratives for senior leadership

Developing impactful presentations, dashboards, and reports that provide actionable insights into business health and identify levers to unlock growth

Qualification

GTM planningRevenue forecastingData analysisBusiness strategySaaS experienceStakeholder collaborationAnalytical mindsetCommunication skillsProblem-solvingPresentation skills

Required

3+ years of experience in Consulting, Revenue Operations, Finance, preferably in the SaaS industry, with a focus on business strategy and modeling, and deep expertise in GTM planning

Clear and compelling storytelling abilities that distill complex information and concepts simply and concisely for a variety of audiences

Superior written and verbal communications skills with experience preparing strategy memos, white papers and presentations for an executive audience

A breadth of experience interacting across marketing, sales, finance, and business operations

An analytical mindset with fluency in data; comfortable diving into metrics and data to extract insights and tell compelling stories

A demonstrated ability to take initiative and manage multiple, complex, competing priorities

The ability to earn trust and collaborate with sponsors and key stakeholders at all levels to establish a shared vision, common goal framework and prioritization principles where no formal authority exists