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.

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.

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.

Oversee design, documentation, and administration of incentive

plans across sales and sales-adjacent roles, partnering with Sales & Marketing leadership, Finance and Talent.

Analyst's commission calculations, plan administration, and dispute resolution.

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.

plan design and/or administration. Advanced Excel/Google Sheets and data analysis skills; SQL proficiency a plus.

, SPIFF, Xactly, CaptivateIQ), and planning tools Experience maintaining CRM data hygiene, including record deduplication and ongoing data quality processes.

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.

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.