Sales Operations Manager, GTM Planning (Americas)

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OperationsSales Operations Manager

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Quick Summary

Overview

About Delinea:Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization,

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OperationsSales Operations Manager

Delinea is seeking an Americas Sales Operations Manager to own and lead the GTM planning system across the Americas, including execution, governance, and continuous improvement.

This role is accountable for how GTM planning is structured, executed, and maintained across the business, including territories, quotas, segmentation, coverage models, and capacity planning. You will lead the annual planning cycle and oversee in-year adjustments, ensuring outputs are data driven, scalable, and aligned to company growth objectives.

As a central partner to Sales, Finance, Marketing, and Business Systems, you will drive crossfunctional alignment, influence decision-making, and ensure planning outputs are accurately implemented across systems and teams.

This is a high-impact role requiring strong ownership, judgment, and the ability to lead complex, cross-functional planning initiatives end-to-end. This role is accountable for the accuracy, consistency, and business impact of GTM planning outputs across the Americas.

Responsibilities

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Lead GTM Planning System

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Lead the annual GTM planning cycle (territories, quotas, coverage)
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Own in-year rebalancing and adjustments, ensuring consistency and scalability
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Establish and evolve planning methodologies to improve decision quality

Segmentation, Coverage & Capacity

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Own segmentation and coverage models, ensuring alignment to growth strategy
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Own and maintain capacity and headcount models (productivity, ramp, allocation)
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Identify structural gaps and recommend improvements to drive efficiency and growth

Drive Planning Decisions & Insights

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Translate planning data and business inputs into clear recommendations and tradeoffs
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Develop scenario models (growth, hiring, productivity) to support decision-making
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Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes

Own Planning Infrastructure & Governance

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Govern account ownership rules (ROE, territory guides) and ensure adherence
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Own the GTM operating calendar and planning infrastructure
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Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems

Lead Cross-Functional Execution

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Partner across Sales, Finance, Marketing, and Systems to align on planning priorities and execution
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Lead planning-related initiatives end-to-end, ensuring milestones and outcomes are met
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Drive adoption and consistency across regions and teams

Communicate with Leadership

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Present planning recommendations, tradeoffs, and outcomes to senior leadership
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Deliver clear, executive-ready insights on coverage, capacity, and planning decisions
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Simplify complex analysis into actionable insights, risks, and opportunities

6 – 8+ years of experience in Sales Operations, Revenue Operations, or GTM Planning in a B2B SaaS or high-growth environment
·Proven experience leading annual GTM planning cycles (territories, quotas, segmentation, capacity)
·Demonstrated ownership of planning processes and outputs, with accountability for accuracy, consistency, and business impact
·Strong understanding of GTM levers (productivity, pipeline, capacity, coverage) and how they translate to revenue outcomes
Advanced analytical skills with experience building models, scenarios, and tradeoff analyses
Experience partnering directly with Sales and Finance leadership to drive planning decisions
Ability to translate complex data into clear recommendations and influence decisionmaking
·Strong project and program management skills, with the ability to lead cross-functional initiatives end-to-end
Excellent communication skills, including experience presenting to senior leadership
Deep experience with Salesforce and GTM systems

What We Offer

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✓We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

✓We invest in people who are smart, self-motivated, and collaborative.

✓What we offer in return is meaningful work, a culture of innovation and great career progression.

Spirited - We bring energy and passion to everything we do

Trust - We act with integrity and deliver on our commitments

Respect - We listen, value different perspectives, and work as one team

Ownership - We take initiative and follow through

Nimble - We adapt quickly in a fast-changing environment

Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.