GTM & Capacity Planning Manager

Overview Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely. We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice. Summary We are looking for a GTM & Capacity Planning Manager to join our Revenue Operations team. This role can be based in our Vancouver, Calgary, or Toronto offices, or remote across Canada (excluding Québec) or the US. This is a unique opportunity to join our Go‑to‑Market (GTM) planning team and support core fiscal year sales planning activities. In this role, you will apply deep expertise in data, sales strategy, and annual planning frameworks to connect Clio’s GTM strategy to a clear plan for revenue growth. As the subject matter expert on capacity planning, you will take complete ownership of the quota and target planning, drive alignment across Sales, Marketing, CS, and Finance. Who you are You are a world‑class communicator and a strategic partner who knows how to influence stakeholders and drive decisions across every level of the business. You have a natural bias for action, identifying new opportunities and seizing them with a sense of urgency that motivates those around you. You excel at navigating ambiguity, providing a clear path forward and finding structured solutions even when the data is incomplete or the roadmap is unwritten. You are a high‑performing professional who takes deep personal accountability for your results and the success of the teams you support. With a sharp analytical mind, you are a master at deconstructing complex problems and diving deep into data to surface the “why” behind the “what.” Ultimately, you are a disciplined decision‑maker who can synthesize vast amounts of information into a focused, effective course of action that moves the needle for the business. Responsibilities Own the annual and quarterly planning processes for SMB and Enterprise businesses, including account segmentation, coverage model design, global quota‑setting, resource allocation, and revenue forecasting. Build and refine complex planning models (quota, capacity, territory) to translate business processes into structured analytical models that provide clear insights on revenue impact and GTM efficiency. Analyze sales productivity, market trends, the competitive landscape, and funnel dynamics to surface strategic growth opportunities and risks. Drive a comprehensive approach to planning that aligns long‑term business strategies with tactical execution through the recommendation of hiring targets and schedule, revenue goals, and allocation of resources across regions, segments, and GTM motions. Identify and expand Total Addressable Market (TAM) to drive GTM strategy, leveraging a deep understanding of market dynamics and operational constraints. Serve as a trusted expert by providing strategic recommendations and delivering solutions that support high‑level growth and scaling initiatives. Collaborate cross‑functionally to create formal networks and drive aligned execution across senior leadership, Marketing, Business Operations and Finance. Partner with Finance, Sales & CS Operations, Business Operations, Marketing, Sales, and CS leaders, and other stakeholders to support quota and target setting, territory design, and ROI modeling to achieve Clio’s revenue targets. Design and implement governance policies and data quality initiatives to drive consistency in GTM and capacity planning. Own and deliver complex analyses on sales and CS performance metrics (pipeline generation trends, forecast accuracy, rep productivity, and sales capacity gaps), translating data into clear, actionable narratives for senior leadership. Develop impactful presentations, dashboards, and reports that provide actionable insights into business health and identify levers to unlock growth. Qualifications 3+ years of experience in Consulting, Revenue Operations, Finance, preferably in the SaaS industry with a focus on business strategy and modeling and deep expertise in GTM planning. Clear and compelling storytelling abilities that distill complex information and concepts simply and concisely for a variety of audiences. Superior written and verbal communication skills with experience preparing strategy memos, white papers and presentations for an executive audience. A breadth of experience interacting across marketing, sales, finance, and business operations. Analytical mindset with fluency in data; comfortable diving into metrics and data to extract insights and tell compelling stories. Demonstrated ability to take initiative and manage multiple, complex, competing priorities. Ability to earn trust and collaborate with sponsors and key stakeholders at all levels to establish a shared vision and common goal framework. Compensation Expected salary range for this role is $109,100 to $147,500 USD. Salary bands are designed to reflect the range of skills and experience needed for the position and allow room for growth. Final offer will depend on geographical region, applicable experience, and skill set of the candidate. Benefits Competitive, equitable salary with top‑tier health benefits, dental, and vision insurance. Hybrid work environment; expectation for local Clions in Vancouver, Calgary, Toronto, Dublin, and Sydney to be in office minimum twice per week. Flexible time off policy with encouraged 20 days off per year. EAP benefits for you and household members, including counseling and online resources. 401k matching and Child Education Savings. Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years. Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility Our team shows up as their authentic selves and is united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher‑performing teams and better innovation. We are committed to equal employment and encourage candidates from all backgrounds to apply. Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs. Contact Learn more about our culture at clio.com/careers. Disclaimer Disclaimer: We only communicate with candidates through official @clio.com email addresses. #J-18808-Ljbffr