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Cornerstone OnDemand is looking for a strategic, analytical, and execution-oriented Principal, GTM Planning & Strategy to help own and evolve the planning engine that underpins our go-to-market execution.

This role sits at the intersection of Sales, Finance, Marketing, and Revenue Operations and is accountable for translating strategy into capacity models, quota frameworks, territory design, and long-range productivity plans . You will partner closely with GTM leadership to drive tradeoff decisions, scenario modeling, and re-planning across annual and in-year cycles.

This is a high-impact role for someone who thrives in ambiguous problem spaces, brings strong modeling rigor, and can influence senior stakeholders with data-backed recommendations.

In This Role, You Will...

GTM Planning & Strategy

• Own core GTM planning frameworks across capacity, quota, territory, and coverage , ensuring alignment to strategic priorities and growth objectives.

• Lead annual and in-year planning cycles , including AOP development, re-planning support, and scenario analysis tied to market shifts or performance gaps.

• Develop long-range productivity and growth models that connect headcount, ramp, coverage, and efficiency assumptions to revenue outcomes.

• Frame and quantify strategic tradeoffs (e.g., capacity allocation, investment shifts, coverage changes) to support executive decision-making.

Capacity, Quota & Territory Design

• Design and maintain capacity and headcount models across segments, regions, and roles, incorporating ramp, attrition, and productivity assumptions.

• Lead quota-setting frameworks , partnering with Finance and Sales leadership to ensure fair, achievable, and strategically aligned targets.

• Own territory design and book-of-business models , balancing market opportunity, rep capacity, and continuity considerations.

• Support smooth planning transitions between fiscal years and quarters , ensuring clarity and execution readiness.

Scenario Modeling & Insights

• Build and maintain scenario models to assess upside/downside risk, investment options, and alternative GTM strategies.

• Translate complex analyses into clear insights, recommendations, and narratives for senior GTM and executive audiences.

• Partner with Analytics and Systems teams to improve automation, data quality, and scalability of planning inputs.

Cross-Functional Leadership

• Act as a strategic thought partner to leaders across Sales, Revenue Operations, Finance, and Marketing .

• Drive alignment between GTM strategy and operational execution through structured planning rhythms and clear decision frameworks.

• Lead or influence cross-functional initiatives that improve planning discipline, predictability, and transparency.

You've Got What It Takes If You Have...

• 7+ years of experience in GTM planning, sales operations, revenue operations, strategy, or related roles in a SaaS or subscription business.

• Deep experience with capacity modeling, quota setting, territory design, and scenario planning in a complex sales organization.

• Strong analytical and modeling skills, with the ability to translate ambiguity into structured, decision-ready insights.

• Demonstrated ability to influence senior stakeholders without direct authority.

• Experience partnering closely with Finance on planning assumptions, targets, and tradeoff analysis.

• Advanced proficiency in Excel, Anaplan, and SFDC and comfort working with BI tools (e.g. Tableau, Snowflake-based analytics).

An extra dose of awesome if...

• Experience supporting AOP or multi-year planning in a global GTM organization.

• Familiarity with productivity modeling, ramp curves, and sales efficiency metrics .

• Prior experience in Revenue Operations or GTM Strategy & Planning teams.

• Exposure to planning automation or systems enablement.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com