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.
