Senior Revenue Operations Manager - GTM Business Planning

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! ### **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 #LI-Remote* 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 Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes. If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [resume@newrelic.com](mailto:resume@newrelic.com). We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. **Our hiring process** In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the [San Francisco Fair Chance Ordinance](https://sfgov.org/olse/sites/default/files/FCO%20poster2020.pdf). Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. 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