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  <