Manager, Sales Strategy & Planning

About the Role

The sales strategy and planning team at Airtable is responsible for building the reporting infrastructure, operational frameworks, and strategic insights that sales leaders rely on to make decisions. As a manager in this team, you will have the opportunity to work on high-priority projects, collaborate with cross-functional teams, and drive business outcomes through data-driven decision-making.

Airtable's no-code platform has revolutionized the way businesses operate, and this role offers a chance to be part of a company that is shaping the future of work. With a strong focus on innovation, collaboration, and customer satisfaction, Airtable is an ideal workplace for professionals who are passionate about making a impact.

What You Will Do

• Own and maintain the reporting infrastructure that sales leaders depend on to run the business
• Build, maintain, and improve dashboards, data models, and recurring deliverables that serve as sources of truth across the sales organization
• Generate insights from pipeline, forecast, productivity, and revenue data, and synthesize findings into clear, actionable narratives for sales leadership
• Support the sales planning cycle end-to-end, including capacity modeling, territory design, quota allocation, and GTM strategy development
• Drive the forecasting operating rhythm, triangulating forecast calls with data and analytics, identifying risks and upside, and helping leadership sharpen accuracy over time
• Apply AI tools and workflows to accelerate analysis, automate reporting, and surface insights that would be impractical to produce manually
• Take ambiguous, high-priority requests from across the sales organization and turn them into structured plans with clear deliverables
• Partner with cross-functional teams, including finance, marketing, product, and revenue operations, to align on shared metrics, planning inputs, and strategic priorities
• Develop and maintain a deep understanding of the sales organization's metrics, including pipeline mechanics, forecasting methodologies, territory design, and core GTM metrics

What We Are Looking For

• 5-7 years of experience in sales strategy, revenue operations, sales operations, or a related analytical function within a high-growth SaaS or technology company
• Strong understanding of sales organization mechanics, including pipeline mechanics, forecasting methodologies, territory design, and core GTM metrics
• Deep analytical skills, with the ability to build models, interrogate data, and draw conclusions that hold up under scrutiny
• Fluency in AI as a working tool, with experience using AI assistants, prompting techniques, and agent-based workflows in day-to-day work
• Excellent communication and collaboration skills, with the ability to work with cross-functional teams and communicate complex ideas to both technical and non-technical stakeholders
• Strong problem-solving skills, with the ability to think critically and creatively in a fast-paced environment
• Experience with sales planning, forecasting, and revenue analysis, with a strong understanding of sales metrics and KPIs

Nice to Have

• Experience with Airtable's no-code platform, or similar platforms such as Salesforce or Hubspot
• Familiarity with data visualization tools, such as Tableau or Power BI
• Knowledge of programming languages, such as Python or R
• Experience with machine learning or natural language processing

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a fast-growing, innovative company that is shaping the future of work
• Collaborative, dynamic work environment with a team of experienced professionals
• Flexible work arrangements, including remote work options
• Professional development opportunities, including training and education programs
• Access to the latest technologies and tools, including Airtable's no-code platform
• Recognition and reward programs, including bonuses and stock options
• Comprehensive health and wellness programs, including medical, dental, and vision insurance
• Generous PTO and vacation time, including paid holidays and sick leave
• Remote stipend and home office setup support
• Access to a network of professionals and thought leaders in the industry
• Opportunity to make a real impact and contribute to the company's mission and vision

• Make sure to highlight your experience with sales planning, forecasting, and revenue analysis in your application, as well as your ability to work with cross-functional teams and communicate complex ideas to both technical and non-technical stakeholders.
• Showcase your analytical skills by providing examples of how you have used data to drive business decisions and improve sales performance.
• Demonstrate your fluency in AI as a working tool by describing how you have used AI assistants, prompting techniques, and agent-based workflows in your previous roles.
• Be prepared to discuss your experience with sales organization mechanics, including pipeline mechanics, forecasting methodologies, territory design, and core GTM metrics.
• Highlight your problem-solving skills by providing examples of how you have think critically and creatively in a fast-paced environment.
• Show your passion for innovative technologies and your willingness to learn and adapt to new tools and platforms.
• Be prepared to discuss your experience with data visualization tools, programming languages, and machine learning or natural language processing.