KnowBe4 - Revenue Operations Analyst, GTM & Central Planning (Remote)

• GTM Planning & Territory Design • Own the design and maintenance of territory models across all segments (SMB, Mid-Market, Enterprise, International), balancing account load, whitespace opportunity, rep capacity, and equity of potential across the field • Evaluate and recommend territory structures including pod models, geo-based assignments, and vertical overlays — modeling the trade-offs of each approach against pipeline coverage and rep productivity • Map account potential and customer spend together to ensure fair and balanced territories across both Sales and Customer Success/Renewals motions • Annual Planning & AOP Alignment • Build and maintain the annual GTM planning model — translating top-down revenue targets into segment-level quotas, headcount plans, quota deployment strategies, and productivity benchmarks • Own the bridge model between Finance's AOP number and the bottoms-up field view; surface structural gaps (insufficient pipe, under-resourced segments) early in the planning cycle • Manage quota deployment timing and over deployment logic — modeling how quota levels change month-to-month to maintain consistent overdeployment relative to AOP • Capacity & Headcount Planning • Develop and maintain capacity planning models by role and segment, incorporating ramp curves, attrition assumptions, and productivity metrics • Model and maintain headcount ratio standards across the GTM organization • Conduct cohort analysis on rep productivity to identify ramp performance trends, segment-level attainment distributions, and leading indicators of rep success or attrition • Develop quota coverage model against AOP build • Forecasting & Pipeline Analytics • Own the weekly, monthly, and quarterly forecast roll-up process — standardizing submissions, performing variance analysis, and tracking forecast accuracy over time by leader, segment, and time horizon • Build and maintain pipeline coverage standards by segment, calibrated to actual historical conversion rates rather than industry rules of thumb • Produce and maintain a forecast accuracy scorecard at the manager and SVP level, providing feedback loops that improve submission quality over time • Compensation Design & Incentive Modeling • Partner with Sales leadership and HR/Finance on annual comp plan design — modeling plan changes against historical performance data to assess likely payout distributions and ROI • Model comp plan scenarios across role types • Build comp neutrality models to ensure reps are not penalized for marketplace fees, channel partner fees on a temporary basis • Channel & Partner GTM Modeling • Drive the transition to a channel-forward GTM motion • Define rules for channel bookings attribution when multiple channel reps are engaged on the same partner's deals — and build reporting to track and enforce those rules • Build capacity models for the channel org that are distinct from direct-sales ratios — including CAM coverage targets, partner activation rates, and channel-sourced pipeline generation benchmarks • Partner with channel leadership to model channel conflict scenarios and define comp neutrality rules • Cross-Functional Collaboration • Serve as the RevOps liaison to Finance as well as Marketing, Channel & Sales Leadership • Support CS and Renewal Ops on NRR modeling, GRR analysis, expansion quota frameworks, and renewal coverage planning • Work with Sales leadership to design and maintain the annual planning calendar — governing when territory models are locked, quotas communicated, comp plans finalized, and headcount hiring timelines confirmed