Manager of GTM Planning & Operations

The Manager of GTM Planning & Operations owns the design and execution of AvidXchanges go-to-market planning engine including 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 including a Territory Analyst and Sales Compensation Analyst who execute the day-to-day work. You will partner closely with Sales Strategic Partnerships Business Development and Finance to align revenue goals with our execution strategy.

Proactively monitor optimize and refine territories throughout the year identifying whitespace coverage gaps and emerging areas of opportunity to drive revenue results rather than simply 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 by 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 Analysts build and QA of territory rules account rosters and CRM territory hierarchies.

Define and monitor KPIs related to territory management and communicate results to key stakeholders.

Own the integrity of GTM data including accounts contacts and territories across CRM and enrichment platforms.

Drive adoption and continuous improvement of data enrichment workflows including Clay and 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 who rely on GTM data.

Oversee quota-setting methodology cascading revenue targets down to individual representative 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 risks early.

Oversee the design documentation and administration of incentive compensation plans across sales and sales-adjacent roles partnering with Sales and Marketing leadership Finance and Talent.

Direct the Sales Compensation Analysts commission calculations plan administration and dispute resolution.

Run compensation plan effectiveness analyses and recommend design changes to improve motivation and ROI.

Coach and develop a team by setting vision goals and expectations in line with the broader RevOps organization.

35 years of experience in Sales Operations Revenue Operations or GTM Strategy including at least 12 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 or Google Sheets and data analysis skills. SQL proficiency is a plus.

Experience with CRM platforms such as Salesforce incentive compensation management tools such as Spiff Xactly or CaptivateIQ and planning tools.

Experience maintaining CRM data hygiene including record deduplication and ongoing data quality processes.

Strong cross-functional collaboration and communication skills with experience partnering across Sales Strategic Partnerships Business Development Finance and Talent.

About AvidXchange

AvidXchange is a leading provider of accounts payable (AP) automation software and payment solutions for middle-market businesses and their suppliers. By trade we are a technology company but if you ask anyone who works here theyll tell you our people are at the core of who we are. At AvidXchangemindset is everything. We are Connected as People Growth Minded and Customer Obsessed. Thesethree mindsets represent our culture who weare who weve always been and they guide usto improve every our founding in 2000 in Charlotte NC weve created a company of over 1500 teammates working across the U.S. or remotely. AvidXchange is proud to be Certified as aGreat Place to Work. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years that AvidXchange is a Great Place to Work.

Who you are:

• A go-getter with an entrepreneurial mindset that meansyou arenot afraid of taking riskswinning bigorfacing the unknown.
• Someone who understands that business ispeople centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships.
• Focused onmaking a difference for our customers. AvidXchange exists to help solve complex problems for our customers so we can all realize our potential.

What youll get:

AvidXchange teammates (we call them AvidXers) get the perks and prestige of a growing tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings providing work/life balance development programs and competitive benefits. At AvidXchange we are building more than a tech company we are building an experience. We remain committed to a culture where you can fully be you connected with others chasing big goals and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories youll tell for years youve come to the right place.

AvidXers enjoy:

• 18 days PTO*
• 11 Holidays (8companyrecognized & 3floatingholidays)
• 16 hours per year ofpaid Volunteer Time Off (VTO)
• Competitive Healthcare
• High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage
• 100% AvidXchange paid Dental Base Plan Coverage
• 100% AvidXchange paid Life Insurance
• 100% AvidXchange paid Long-Term Disability
• 100% AvidXchange paid Short-Term Disability
• Employee Assistance Program (EAP) - Providescounseling services legal and financial consultations and health advocacy for Teammates and their eligible dependents
• Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents
• 401(k) Match: 100% match on the first 3% of your salary plus 50% match on the next 2%
• Parental Leave: 8 weeks 100% paid by AvidXchange**
• Discounts on Pet Home and Auto insurance
• WeeCareChildcare Service:helps teammates find affordable daycarechildcareandtutors 40%less expensivethan traditional daycarecenters
• Perks at Work:free discount program that provides teammates the opportunity to save on items fromelectronics movie tickets car buying vacationsandmore
• Onsite gym fitness center yoga studio and basketball court
• Tuition Reimbursement up to the federal maximum of $5250***
• Hybrid Workplace Flexibility
• Free parking

*Fully granted from beginning of year pro-rated if hired mid-year

**Must be full-time for at least 3 months

***Must be full-time for at least one year

Equal Employment Opportunity

AvidXchange is an equal opportunity employer. AvidXchange is committed to equal employment opportunity in accordance with applicable federal state and local laws. AvidXchange will not discriminate against applicants for employment on any legally recognized basis. This includes but is not limited to veteran status race color religion sex sexual orientation gender identity gender expression national origin age and physical or mental disability.