GTM Planning and Analysis Lead

We're hiring an AI-first builder to design territories for our go-to-market teams, set quotas and build incentive plans that drive the right behaviors, and construct the capacity and headcount models that fuel our growth.

This is a global, senior individual-contributor role with unusual leverage and the autonomy to build our planning function from scratch: the models, the process, and the operating cadence behind a global revenue plan. You run annual planning end-to-end, you are the primary Finance interlock for plan design, and the models you build decide how the go-to-market org deploys its people and resources.

You'll be comfortable leveraging AI (we run on Claude Cowork and Claude Code) to 10x yourself and what this role can be: compressing analysis cycles from weeks to days, pressure-testing assumptions, prototyping models quickly, and constantly experimenting with better ways of doing the work. The responsibilities below are the mandate. How far you take it is up to you.

• Own the planning process: the calendar, the models, the decision packages — from first assumptions to an approved plan, across all regions.
• Analysis: support board and executive-level reporting on go-to-market efficiency and plan performance.

• Build and run the capacity model: current state and forward scenarios: hiring plans, ramp time, attrition assumptions, and coverage. This is the link between headcount and the revenue target.

• Own the territory design framework and the annual carving process across the Americas, EMEA, and APAC. You’ll partner with first and second line sales leaders as well Field Ops counterparts
• Lead the quota-setting model and cycle, balancing coverage, fairness, and revenue potential.

• Co-own funnel math with Marketing Operations: activity conversion rate tracking, pipeline coverage definitions and pipeline generation goals, all feeding directly into the capacity model

• The capacity model rebuilt and trusted: current state plus plan and downside scenarios, reviewed with Finance.
• The quota source of truth operational: every carrier, every number, one place.
• The next planning cycle scoped: calendar, workstreams, owners, decision points, and data requirements published.
• A ratified metric glossary for the planning domain, agreed with Finance and across GTM.

• Has built and run territory, quota, and capacity models for a multi-region B2B sales organization and knows how to defend the math under challenge.
• Able to design compensation plan structures (preferably for a consumption business), with incentive accelerators, attainment distribution modeling, and other incentive programs (e.g. SPIFFs).
• Works fluently in Google Sheets / Excel. Experience with planning platforms (Fullcast, Pigment, Anaplan, or similar) a plus.
• Has operated with a strong interlock with Finance.
• Communicates analysis at executive level: leads with the answer, articulates assumptions, holds up under pressure.

• Equity participation in our innovative mission to combat financial crime
• Unlimited Time Off Policy to promote work-life balance and well-being
• We embrace a hybrid approach that requires employees to be in the office for two days a week. We strongly believe that this approach fosters collaboration and enables the building of meaningful relationships
• Opportunities for collaboration and career development with smart, like-minded professionals
• Annual learning budget to support professional growth
• A home office budget to support working from home
• Enhanced parental leave and childcare benefits
• Life insurance and medical coverage through BUPA, including pre-existing conditions
• Pension contribution through The People's Pension

Our mission is to empower every business to eliminate financial crime. 

By harnessing AI, a unified platform, and an extensive partner ecosystem, we help customers turn compliance into a catalyst for growth, operational resilience, and enduring regulatory trust.

More than 3,000 enterprises across 75 countries rely on our end-to-end platform and the world’s most comprehensive financial crime risk intelligence. With full-stack agentic automation, we help organizations automate up to 95% of KYC, AML, and sanctions reviews, cut onboarding times by 50%, reduce false positives by 70%, and handle 7x more work with the same staff.

ComplyAdvantage is headquartered in London and has global hubs in New York, Lisbon, Singapore, and Cluj-Napoca. It is backed by Balderton Capital, Index Ventures, Ontario Teachers’ Pension Plan, Goldman Sachs, and Andreessen Horowitz. Learn more about compliance re-engineered for the age of AI at complyadvantage.com.