Manager, Sales Strategy & Planning

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

Airtable's Sales Strategy & Planning team operates as the analytical backbone of the sales organization — building the reporting infrastructure, operational frameworks, and strategic insights that sales leaders rely on to make decisions. We are looking for a Manager, Sales Strategy & Planning to join this team as a versatile strategist and analyst who can plug into the highest-priority work across the sales org at any given time. You will build and maintain sources of truth, generate actionable insights from complex data, and support the planning processes that drive how Airtable scales revenue.

This role sits at the intersection of strategy, analytics, and AI fluency. You take an idea from concept to action to results: framing the problem, building the analysis, and turning it into a clear action plan that leaders execute against. The best fit moves between a forecast model, a leadership read-out, and an AI-assisted workflow in the same afternoon

What you'll do

• Own 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 org.
• Generate insights from pipeline, forecast, productivity, and revenue data. Synthesize findings into clear, actionable narratives for sales leadership — not just the numbers, but what they mean and what to do about them.
• Support the sales planning cycle end to end, including capacity modeling, territory design, quota allocation, and GTM strategy development.
• Drive the forecasting operating rhythm. Triangulate forecast calls with data and analytics, identify risks and upside, and help 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. Evaluate where AI adds real leverage and where it does not.
• Take ambiguous, high-priority requests from across the sales org and turn them into structured plans with clear deliverables. Flex across workstreams rather than operating in a single lane.
• Partner with cross-functional teams — Finance, Marketing, Product, and Revenue Operations — to align on shared metrics, planning inputs, and strategic priorities.

Who you are

• You have 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. Equivalent experience in strategy consulting or investment banking with a tech/SaaS focus also qualifies.
• You understand how a sales org works at a foundational level — pipeline mechanics, forecasting methodologies, territory design, and core GTM metrics are concepts you can operate on immediately, not ones you need to learn on the job.
• You are deeply analytical. You can build models, interrogate data, and draw conclusions that hold up under scrutiny. You bring rigor and precision to everything from ad hoc analysis to recurring business reporting.
• You are fluent in AI as a working tool. You use AI assistants, prompting techniques, and agent-based workflows in your day-to-day work — not experimentally, but as a core part of how you operate. You can evaluate when AI accelerates a workflow and when it does not.
• You are a strong communicator who can translate complex analysis into clear, concise narratives for senior leaders. You present findings with confidence and adjust your message for the audience.
• You operate with a builder mindset. You are energized by standing up new processes, improving existing ones, and creating structure where none exists.
• You thrive in ambiguity. When you receive an unclear prompt, you turn it into a structured plan of action and move forward without waiting for perfect information.
• You are deeply collaborative. You build trust quickly across functions and levels, and you seek out the context you need rather than waiting for it to come to you.
• Advanced proficiency in Google Sheets or Excel, including complex financial modeling, pivot tables, and formula-driven analysis.
• Working knowledge of CRM systems, preferably Salesforce.
• Experience with BI tools such as Looker, Omni or Tableau, or proficiency in SQL (preferred).
• Experience designing or supporting sales compensation strategy, particularly within consumption-based or usage-based revenue models, with an understanding of how compensation plans align to GTM objectives and customer consumption patterns.

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant**.**

VEVRAA-Federal Contractor

If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.

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Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

For work locations in the San Francisco Bay Area, Seattle, New York City, and Los Angeles, the base salary range for this role is:

$166,000 - $216,300 USD

For all other work locations (including remote), the base salary range for this role is:

$150,000 - $194,700 USD

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