AvidXchange · Charlotte
Manufacturing & Operationsposted 7w ago
The Manager of GTM Planning & Operations owns the design and execution of AvidXchange’s 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 Analyst’s 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 Analyst’s 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.
3–5+ years of experience 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.
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, 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:
What you’ll 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 you’ll tell for years, you’ve come to the right place.
AvidXers enjoy:
*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.