Manager, Sales Strategy & Planning

Job Overview

We are seeking a Manager, Sales Strategy & Planning to join our Sales Strategy & Planning team at Airtable. As a versatile strategist and analyst, you will play a key role in building and maintaining sources of truth, generating actionable insights from complex data, and supporting planning processes that drive revenue growth.

Responsibilities

• Own and improve the reporting infrastructure used by sales leaders, including dashboards, data models, and recurring deliverables.
• Analyse pipeline, forecast, productivity, and revenue data to provide actionable insights and narratives for sales leadership.
• Support the sales planning cycle, including capacity modelling, territory design, quota allocation, and go-to-market strategy development.
• Drive the forecasting process, identifying risks and opportunities, and helping leadership refine accuracy over time.
• Apply AI tools and workflows to accelerate analysis, automate reporting, and surface insights that would be impractical to produce manually.
• Take on high-priority requests from across the sales organisation and turn them into structured plans with clear deliverables.
• Collaborate with cross-functional teams, including Finance, Marketing, Product, and Revenue Operations, to align on shared metrics and strategic priorities.

Requirements

• 5-7 years of experience in sales strategy, revenue operations, or a related analytical function within a high-growth SaaS or technology company.
• Strong understanding of sales organisation mechanics, including pipeline management, forecasting methodologies, territory design, and key metrics.
• Deeply analytical with the ability to build models, interrogate data, and draw conclusions that withstand scrutiny.
• Fluent in AI as a working tool, using AI assistants, prompting techniques, and agent-based workflows in day-to-day work.
• Strong communicator able to translate complex analysis into clear narratives for senior leaders.
• Builder mindset with a focus on standing up new processes and improving existing ones.
• Ability to thrive in ambiguity, turning unclear prompts into structured plans of action.
• Collaborative with the ability to build trust quickly across functions and levels.
• Advanced proficiency in Google Sheets or Excel, including complex financial modelling and formula-driven analysis.
• Working knowledge of CRM systems, preferably Salesforce.
• Experience with BI tools such as Looker, Omni, or Tableau, or proficiency in SQL.