GTM Planning & Strategy Analyst, SalesOps

Our Mission and Opportunity Early education is one of the most important determinants of childhood outcomes, a critical support for working families, and a $175B market that remains underserved by modern technology. Brightwheel is the largest, fastest growing, and most loved platform in early ed, trusted by millions of educators and families every day. We are a three-time Cloud 100 company https://www.forbes.com/lists/cloud100/a, backed by top investors including Addition, Bessemer, Emerson Collective, Lowercase Capital, Notable Capital, and Mark Cuban. Our Team Our team is passionate, talented, and customer-focused. We embody our Leadership Principles https://mybrightwheel.com/about/ in our work and culture. We are a distributed team with remote employees across every US time zone, as well as select offices in the US and internationally. Who You Are You are a proactive problem-solver and diligent executor who is excited to support strategic sales initiatives and drive meaningful revenue outcomes across the business. You have strong analytical skills and experience building automations and workflows with AI tools to streamline forecasting, modeling, reporting, and analysis. You are a clear communicator, take ownership of your work, show attention to detail, and consistently deliver high-quality results on time — whether that's a comp plan, a forecast, or an executive-ready analysis. You are excited to dive deep into data to develop and implement practical solutions for quota design, incentive structures, and sales performance. You enjoy collaborating with cross-functional partners across Sales, Finance, and People to analyze and tackle complex problems, and you thrive in the pace of change at high-growth tech startups. What You’ll Do - Forecasting & Reporting — develop and maintain sales forecasting models, track key performance metrics, and prepare regular reports for executive leadership and Sales teams - Quota & Floor Design — contribute to quota-setting and floor design across segments, roles, and geographies; run scenario modeling and sensitivity analysis; lead calibration exercises with Sales leadership - Sales Performance Optimization — collaborate with Sales leadership to develop and implement strategies to optimize sales performance including incentive redesigns, SPIFFs and pilot testing - Incentive Design & Administration — build, test, and maintain incentive structures (OTE, base/variable split, accelerators, SPIFs) that drive rep behavior and revenue growth - Comp Reporting & Governance — own recurring comp reporting, ad-hoc analyses, and audit controls; document runbooks and change-management processes - AI-Enabled Productivity — build agentic workflows and automations that compress cycle times on modeling, reporting, and analysis - Cross-Functional Partnership — translate technical models into clear recommendations and build trusted relationships with Revenue leaders, Finance, People/HR, and Recruiting - Executive communication – Present directly with the CEO and executive team What You’ve Done Required - 3+ years experience in Sales Operations, Sales Planning or GTM Finance in a SaaS or high-growth environment. - Hands-on experience with quota setting, incentive design, compensation modeling, and forecasting - Highly analytical and comfortable working with large datasets; strong proficiency in SQL, Excel, and Salesforce preferred - Proven AI-native operator — you've rebuilt workflows around AI and can point to evidence that outputs are faster, deeper, or more accurate as a result. - Strong written/verbal communication and experience producing executive-ready decks - Proven attention to detail and a control-minded approach to payouts and comp changes Nice to have - Experience with compensation platforms (CaptivateIQ, Xactly, Anaplan, or similar). - Prior exposure to headcount modeling and workforce cost scenarios. - Familiarity with forecast accuracy metrics (MAPE, bias) or formal forecasting processes. - Experie