高级营收运营经理 - GTM业务规划
Senior Revenue Operations Manager - GTM Business Planning
我们是一个致力于塑造可观测性未来全球创新者和先驱者团队。在New Relic，我们构建了一个智能平台，使企业能够在以人工智能为核心的世界中蓬勃发展，为他们提供对其复杂系统的无与伦比的洞察力。随着我们全球影响力的不断扩大，我们正在寻找充满热情的人才加入我们的使命。如果您准备好帮助世界一流的公司优化其数字应用，欢迎您探索我们的职业机会！
#### **职位介绍**
New Relic 正在寻找一名 **高级营收运营经理 – GTM 业务规划**，负责管理我们制定、支付和扩展市场进入（GTM）组织的运营体系。该职位位于销售、财务和系统之间，您将设计年度GTM计划，制定激励薪酬方案，并管理配额、区域和薪酬数据方面的流程。
#### **您将负责**
- **GTM 规划与架构：** 全面负责年度规划周期，建立容量模型和区域框架，确保最佳的市场覆盖并符合目标。
- **激励薪酬设计：** 与FP&A合作，设计并管理财务稳健的销售激励计划和薪酬政策，激励销售人员行为，推动战略重点，并减少支付漏洞。
- **配额管理与策略：** 建立公平的配额方法，管理人员调动或招聘后的持续调整，并评估代表生产力以应对市场变化。
- **运营与治理：** 管理Salesforce及下游系统中的月度销售薪酬数据，确保各区域和配额的审计准备准确性。
- **系统与自动化：** 负责在Salesforce中部署年度区域和配额，推动GTM规划系统的路线图，并领导自动化项目以消除手动操作并扩大运营规模。
#### **此职位要求**
- **B2B SaaS 经验：** 在高增长、按使用量计费的B2B SaaS技术公司中，有6–8年以上营收/销售运营、销售薪酬、FP&A或GTM策略相关经验。
- **年度规划执行：** 有成功领导年度GTM规划周期的经验，包括容量建模、区域划分、配额设定和Salesforce部署。
- **分析与技术能力：** 精通财务建模（Excel/Google Sheets）、商业智能平台（Looker、Tableau）和Salesforce架构。
查看英文原文
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_
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).
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