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We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!
New Relic is looking for a Senior Revenue Operations Manager – GTM Business Planning to own the operating system behind how we plan, pay, and scale our Go-To-Market (GTM) organization. Sitting at the intersection of Sales, Finance, and Systems, you will architect the annual GTM plan, design incentive compensation programs, and govern processes across quota, territory, and comp data.
What You'll Do- GTM Planning & Architecture: Own the annual planning cycle end-to-end, building capacity models and territory frameworks to ensure optimal market coverage and alignment with targets.
- Incentive Compensation Design: Partner with FP&A to architect and govern financially sound sales incentive plans and compensation policies that motivate seller behavior, drive strategic priorities, and eliminate payout leakage.
- Quota Management & Strategy: Establish fair quota methodologies, manage ongoing adjustments for transfers/hires, and evaluate rep productivity to handle market shifts.
- Operations & Governance: Govern monthly sales compensation data within Salesforce and downstream systems to maintain audit-ready accuracy across territories and quotas.
- Systems & Automation: Own the deployment of annual territories and quotas in Salesforce, drive the roadmap for GTM planning systems, and lead automation initiatives to eliminate manual effort and scale operations.
- B2B SaaS Experience: 6–8+ years in Revenue/Sales Operations, Sales Comp, FP&A, or GTM Strategy within high-growth, consumption-based B2B SaaS technology companies.
- Annual Planning Execution: Demonstrated success leading annual GTM planning cycles end-to-end (capacity modeling, territory carving, quota setting, and Salesforce deployment).
- Analytics & Technical Proficiency: Advanced expertise in financial modeling (Excel/Google Sheets), business intelligence platforms (Looker, Tableau), and Salesforce architecture (flow automation, custom objects, and schemas). Proven background collaborating with IT and Business Applications teams on CRM data structures and process automation.
- Builder & Leadership Mindset: A "zero-to-one" operator skilled at building scalable GTM systems, translating vague business problems into technical workflows, and leading cross-functional projects.
- Communication & Education: Exceptional stakeholder management and executive presentation skills, paired with a BS/BA degree in Business, Finance, Economics, or a quantitative field.
- Experience with AI-powered GTM tools for predictive scoring, forecasting, or territory carving.
- Intermediate SQL skills and experience with Snowflake or AWS data pipelines.
- Advanced degree (MBA or related master's).
Please note that visa sponsorship is not available for this position.
#LI-KM #LI-Remote
The pay range below represents a reasonable estimate of the salary for the listed position. This role is eligible for a corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.
New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time-off, and other competitive benefits designed to improve the lives of our employees.
Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [email protected].
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.
Our hiring process
In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic.
We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance.
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic.
New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.
Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.
Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy
Skills Required
- 6–8+ years of experience in Revenue Operations, Sales Operations, Sales Compensation, FP&A, or GTM Strategy within high-growth B2B SaaS technology companies
- Demonstrated success leading annual GTM planning cycles, including capacity modeling, territory carving, quota setting, and Salesforce deployment
- Advanced financial modeling expertise using Excel or Google Sheets
- Advanced proficiency with business intelligence platforms such as Looker or Tableau
- Advanced Salesforce architecture experience, including Flow automation, custom objects, and schemas
- Experience collaborating with IT and Business Applications teams on CRM data structures and process automation
- Ability to build scalable GTM systems and translate ambiguous business problems into technical workflows
- Experience leading cross-functional projects
- Exceptional stakeholder management and executive presentation skills
- Bachelor’s degree in Business, Finance, Economics, or a quantitative field
- Experience with AI-powered GTM tools for predictive scoring, forecasting, or territory carving
- Intermediate SQL skills
- Experience with Snowflake or AWS data pipelines
- Advanced degree such as an MBA or related master’s degree
What the Team is Saying
What We Do
The New Relic Intelligent Observability Platform helps businesses eliminate interruptions in digital experiences. New Relic is the only AI-strengthened platform to unify and pair telemetry data to provide clarity over your entire digital estate. We move your problem solving past proactive to predictive by processing the right data at the right time to maximize value and control costs. That’s why businesses around the world—including Adidas Runtastic, American Red Cross, Domino’s, GoTo Group, Ryanair, Topgolf, and William Hill—run on New Relic to drive innovation, improve reliability, and deliver exceptional customer experiences to fuel growth.
Why Work With Us
New Relic leads in intelligent observability with the only AI-strengthened platform unifying telemetry data. Our culture provides employees cutting-edge technology, unmatched career development, and a true one-team environment where everyone is empowered to grow, learn, and contribute to our collective success.
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New Relic Offices
None Workspace
We offer hybrid and remote work options, which vary based on the specific role and team. Please check the requisition details and confirm the work arrangement with your recruiter.
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