Manager of GTM Planning & Operations

Manager of GTM Planning & Operations About the Role

The Manager of GTM Planning & Operations owns the design and execution of Avid Xchange’s go-to-market planning engine — 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 (Territory Analyst, Sales Compensation 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.

What you will doGTM 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 Zoom Info.

• 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, Zoom Info) to keep account and contact data accurate and current.

• Partner with the Rev Ops 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 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.

Sales Compensation

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

• Direct the Sales Compensation Analyst's commission calculations, plan administration, and dispute resolution.

• Run compensation 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 Rev Ops organization.

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 Zoom Info.

• Demonstrated experience owning quota setting and sales compensation plan design and/or administration.

• Advanced Excel/Google Sheets and data analysis skills; SQL proficiency a plus.

• Experience with CRM (Salesforce), incentive compensation management tools (e.g., SPIFF, Xactly, CaptivateIQ), and planning tools

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

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

Who You Are

• Curious — you dig into the “why” behind the data, not just the “what.”

• Precision-minded — accuracy and data integrity are non-negotiable when it comes to territory, quota, and comp work.

• Energized by the pace of a revenue team — comfortable with shifting priorities, hard deadlines, and a lot of moving parts.

About Avid Xchange

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, they’ll tell you our people are at the core of who we are. At AvidXchange, mindset is everything. We are Connected as People,Growth Minded, and Customer Obsessed. These three mindsets represent our culture – who we are, who we’ve always been, and they guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,500 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a Great 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 means you are not afraid of taking risks, winning big or facing the unknown.

• Someone who understands that business is people centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships.

• Focused on making a difference for our customers. Avid Xchange exists to help solve complex problems for our customers so we can all realize our potential.

What you’ll get:

Avid Xchange teammates (we call them Avid Xers) get the perks and prestige of a growing tech company paired with the flexibility of a founder-led startup. We help our Avid Xers develop as professionals and as human beings, providing work/life balance, development programs, and competitive benefits. At Avid Xchange, 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 you’ll tell for years, you’ve come to the right place.

Avid Xers enjoy:

• 18 days PTO

• 11 Holidays (8 company recognized & 3 floating holidays)

• 16 hours per year of paid Volunteer Time Off (VTO)

• Competitive Healthcare

• High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage

• 100% Avid Xchange paid Dental Base Plan Coverage

• 100% Avid Xchange paid Life Insurance

• 100% Avid Xchange paid Long-Term Disability

• 100% Avid Xchange paid Short-Term Disability

• Employee Assistance Program (EAP) - Provides counseling 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 Avid Xchange

• Discounts on Pet, Home, and Auto insurance

• Wee Care Childcare Service: helps teammates find affordable daycare, childcare, and tutors 40% less expensive than traditional daycare centers

• Perks at Work: free discount program that provides teammates the opportunity to save on items from electronics, movie tickets, car buying, vacations, and more

• Onsite gym fitness center, yoga studio, and basketball court

• Tuition Reimbursement up to the federal maximum of $5,250

• 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

Avid Xchange is an equal opportunity employer. Avid Xchange is committed to equal employment opportunity in accordance with applicable federal, state, and local laws. Avid Xchange 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.