Revenue Operations Analyst, GTM & Central Planning (Remote)

About this role

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense.

The Revenue Operations Analyst — GTM & Central Planning is a high-impact, analytically-driven role responsible for the models, processes, and data infrastructure that underpin go-to-market execution. This role sits at the intersection of Finance, Sales, and Operations, serving as the analytical backbone for territory design, quota setting, headcount planning, compensation modeling, channel strategy, and forecast accuracy. The ideal candidate turns complex, multi-source data into clear decisions.

Responsibilities:

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

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• Serve as the RevOps liaison to Finance as well as Marketing, Channel & Sales…