About this role
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!
We are looking for an exceptional leader to head our combined GTM Planning, Process, and Engineering disciplines. This is a senior, high-leverage role on the Revenue Operations team, with a broad scope that spans GTM architecture, territory and capacity planning, pipeline modeling, incentive compensation, and the technical systems and automation that bring these strategies to life.
You will partner closely with executive leadership, serving as the connective tissue between Marketing, Sales, Customer Adoption, Partners, and Finance. In this role, you act as both the architect of our commercial strategy and the engineer of our revenue automation. You will ensure our go-to-market behavior is perfectly aligned with strategic objectives while maximizing sales velocity through a scalable, automated, and intelligent technology ecosystem.
What You’ll Be Doing
GTM Architecture & Planning
• Own the GTM Architecture: Define markets, segments, roles, coverage models, and the underlying planning logic that turns business strategy into a deployable revenue system.
• Lead Annual Planning End-to-End: Drive capacity modeling, territory design, quota allocation, and the headcount and expense plans that fund the organization.
• Incentive & Quota Design: Act as the GTM thought leader on compensation. Design and implement all GTM comp plans to drive desired behaviors, and manage the end-to-end quota methodology to ensure equitable targets.
GTM Engineering & Systems
• Tech Stack Strategy & Architecture: Own the roadmap and design for our GTM systems (e.g., Salesforce, CPQ, Anaplan, Xactly). Conduct field discovery to identify high-impact workflow opportunities and ensure technology follows our "Signal Strategy."
• Revenue Automation & Process Replacement: Lead complex projects to systematically eliminate manual "CRM debt." Build behavior-based trigger architectures and automated data enrichment so reps spend more time selling and less time doing administrative work.
• Multi-Channel Integration & Data Governance: Orchestrate the flow of data across the GTM stack, managing multi-channel signal ingestion and ensuring system reliability. Act as the primary liaison to Data and BI teams to ensure a seamless, high-quality Single Source of Truth.
Operating Cadence & Governance
• Support the Operating Cadence: Partner with Ops leadership on forecast roll-ups, pipeline reviews, and QBR/MBR support, providing the systems rigor that drives decisi