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HiveMQ is an Industrial AI Platform built on the MQTT standard, helping enterprises operationalize AI through real-time industrial data connectivity and governance. The company serves global leaders including Audi, BMW, Eli Lilly, and Siemens.
You will report to the VP of RevOps and serve as the analytical engine driving HiveMQ's revenue planning and execution. This is a senior individual contributor role with significant influence on executive and board-level decisions.
Key Responsibilities:
- Lead end-to-end annual planning, including bookings models, assumptions, scenarios, and executive/board narratives
- Build and maintain capacity, coverage, and productivity models that connect hiring decisions to business outcomes
- Design and implement quota methodology across segments and roles, including ramp schedules, proration, and in-year adjustments; partner with Finance on compensation design
- Establish top-down forecasts, pressure-test against bottom-up pipeline, and own reconciliation of gaps
- Define and govern revenue KPIs (ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, cycle time) and establish improvement cadences
- Become the expert on funnel performance: conversion and velocity by segment and source
- Build leading indicators across activity, pipeline generation, and forward coverage to flag plan risk early
- Deliver bookings, attainment, and productivity reporting for GTM leadership; ensure pipeline reviews, forecast calls, and QBRs surface actionable risk
- Drive data-backed recommendations to decision, track execution and outcomes, and escalate when data cannot support conclusions
You will partner daily with Sales, Marketing, Finance, and executive leadership. Your analysis directly influences business strategy and resource allocation.
Requirements:
- 7+ years in RevOps, Sales Strategy & Ops, GTM planning, or GTM-focused FP&A, ideally at a B2B SaaS startup
- Hands-on experience owning annual planning, quota setting, and capacity modeling
- Track record of full-funnel analysis across marketing and sales with strong perspective on funnel leakage
- Expert-level Excel/Sheets modeling; models must be transparent and trustworthy to others
- Deep Salesforce fluency (reporting and data model); comfortable with modern data warehouse and BI tools
- Strong data intuition; ability to spot data errors and distinguish business changes from recording changes
- Trusted partner to Sales, Finance, Marketing, and executive leadership
- Builder mentality: cut through ambiguity, move fluidly from annual planning to weekly execution, pragmatic about AI applications in GTM
Nice to Have:
- Experience with PLG or self-serve funnel analytics alongside sales-led motion
- Background supporting technical or dev-led products, ideally in IIoT or data infrastructure
- Advanced SQL; preference for self-service data pulls from warehouse
