Why This Job is Featured on The SaaS Jobs
This role stands out in the SaaS ecosystem because it sits at the operating core of a revenue organization, where recurring revenue businesses live or die by measurement quality and planning discipline. Airtable is hiring into a function that acts as the sales org’s analytical backbone, shaping how leaders interpret pipeline health, forecast accuracy, and productivity signals. The emphasis on “sources of truth” reflects a SaaS reality: when teams scale, consistent definitions and reporting infrastructure become as strategic as any go to market initiative.
For a SaaS career, the work compounds. Owning dashboards, models, and planning inputs builds fluency in the metrics language shared across modern SaaS companies, from capacity and territory design to quota setting and forecasting rhythms. The stated expectation of AI assisted workflows also points to an emerging competency set in SaaS operations: using automation to shorten analysis cycles while maintaining rigor in decision support.
This position fits professionals who enjoy moving between structured analytics and ambiguous business questions, and who can translate findings into narratives executives act on. It will suit someone comfortable partnering across Sales, Finance, Marketing, Product, and Revenue Operations, and motivated by building repeatable operating mechanisms rather than staying in a single workstream.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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).
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 Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
