Sales Operations Manager, GTM Planning (Americas)

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent centralized authorization empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence Delineas leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle across cloud and traditional infrastructure data SaaS applications and AI. It is the only platform that enables you to discover all identities including workforce IT administrator developers and machines assign appropriate access levels detect irregularities and respond to threats in real-time. With deployment in weeks not months 90% fewer resources to manage than the nearest competitor and a 99.995% uptime Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on LinkedIn X and YouTube.

Join our passionate global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership outstanding engineers and strategic investment from TPG. We value diversity innovation and a culture of respect and fairness. If youre ready to push boundaries and challenge the status quo in security we want to hear from you.

Apply today to help us achieve our mission.

Role Summary

Delinea is seeking an Americas Sales Operations Manager to own and lead the GTM planning system across the Americas including execution governance and continuous improvement.

This role is accountable for how GTM planning is structured executed and maintained across the business including territories quotas segmentation coverage models and capacity planning. You will lead the annual planning cycle and oversee in-year adjustments ensuring outputs are data driven scalable and aligned to company growth objectives.

As a central partner to Sales Finance Marketing and Business Systems you will drive crossfunctional alignment influence decision-making and ensure planning outputs are accurately implemented across systems and teams.

This is a high-impact role requiring strong ownership judgment and the ability to lead complex cross-functional planning initiatives end-to-end. This role is accountable for the accuracy consistency and business impact of GTM planning outputs across the Americas.

Responsibilities

Lead GTM Planning System

• Lead the annual GTM planning cycle (territories quotas coverage)

• Own in-year rebalancing and adjustments ensuring consistency and scalability

• Establish and evolve planning methodologies to improve decision quality

Segmentation Coverage & Capacity

• Own segmentation and coverage models ensuring alignment to growth strategy

• Own and maintain capacity and headcount models (productivity ramp allocation)

• Identify structural gaps and recommend improvements to drive efficiency and growth

Drive Planning Decisions & Insights

• Translate planning data and business inputs into clear recommendations and tradeoffs

• Develop scenario models (growth hiring productivity) to support decision-making

• Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes

Own Planning Infrastructure & Governance

• Govern account ownership rules (ROE territory guides) and ensure adherence

• Own the GTM operating calendar and planning infrastructure

• Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems

Lead Cross-Functional Execution

• Partner across Sales Finance Marketing and Systems to align on planning priorities and execution

• Lead planning-related initiatives end-to-end ensuring milestones and outcomes are met

• Drive adoption and consistency across regions and teams

Communicate with Leadership

• Present planning recommendations tradeoffs and outcomes to senior leadership

• Deliver clear executive-ready insights on coverage capacity and planning decisions

• Simplify complex analysis into actionable insights risks and opportunities

What Youll Bring

• 6 8 years of experience in Sales Operations Revenue Operations or GTM Planning in a B2B SaaS or high-growth environment

• Proven experience leading annual GTM planning cycles (territories quotas segmentation capacity)

• Demonstrated ownership of planning processes and outputs with accountability for accuracy consistency and business impact

• Strong understanding of GTM levers (productivity pipeline capacity coverage) and how they translate to revenue outcomes

• Advanced analytical skills with experience building models scenarios and tradeoff analyses

• Experience partnering directly with Sales and Finance leadership to drive planning decisions

• Ability to translate complex data into clear recommendations and influence decisionmaking

• Strong project and program management skills with the ability to lead cross-functional initiatives end-to-end

• Excellent communication skills including experience presenting to senior leadership

• Deep experience with Salesforce and GTM systems

Why work at Delinea

• Were passionate problem-solvers helping the worlds largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart self-motivated and collaborative.

• What we offer in return is meaningful work a culture of innovation and great career progression.

At Delinea our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen value different perspectives and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions and our process for hiring evaluating and promoting employees helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries a meaningful bonus program and excellent benefits including healthcare insurance as well as pension/retirement matching comprehensive life insurance an employee assistance program time off plans and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.

Upon conditional offer of employment candidates are required to complete comprehensive criminal background check verification of education and verification of employment per employment addition all publicly posted social media sites may be reviewed.

Required Experience:

Manager