SeniorFull TimeEN
About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Apply today to help us achieve our mission.
Role Summary
Delinea is seeking an Americas Sales Operations Manager to own and lead the GTM planning system across the Americas, including execution, governance, and continuous improvement.
This role is accountable for how GTM planning is structured, executed, and maintained across the business, including territories, quotas, segmentation, coverage models, and capacity planning. You will lead the annual planning cycle and oversee in-year adjustments, ensuring outputs are data driven, scalable, and aligned to company growth objectives.
As a central partner to Sales, Finance, Marketing, and Business Systems, you will drive crossfunctional alignment, influence decision-making, and ensure planning outputs are accurately implemented across systems and teams.
This is a high-impact role requiring strong ownership, judgment, and the ability to lead complex, cross-functional planning initiatives end-to-end. This role is accountable for the accuracy, consistency, and business impact of GTM planning outputs across the Americas.
Responsibilities
Lead GTM Planning System
Lead the annual GTM planning cycle (territories, quotas, coverage)
Own in-year rebalancing and adjustments, ensuring consistency and scalability
Establish and evolve planning methodologies to improve decision quality
Segmentation, Coverage & Capacity
Own segmentation and coverage models, ensuring alignment to growth strategy
Own and maintain capacity and headcount models (productivity, ramp, allocation)
Identify structural gaps and recommend improvements to drive efficiency and growth
Drive Planning Decisions & Insights
Translate planning data and business inputs into clear recommendations and tradeoffs
Develop scenario models (growth, hiring, productivity) to support decision-making
Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes
Own Planning Infrastructure & Governance
Govern account ownership rules (ROE, territory guides) and ensure adherence
Own the GTM operating calendar and planning infrastructure
Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems
Lead Cross-Functional Execution
Partner across Sales, Finance, Marketing, and Systems to align on planning priorities and execution
Lead planning-related initiatives end-to-end, ensuring milestones and outcomes are met
Drive adoption and consistency across regions and teams
Communicate with Leadership
Present planning recommendations, tradeoffs, and outcomes to senior leadership
Deliver clear, executive-ready insights on coverage, capacity, and planning decisions
Simplify complex analysis into actionable insights, risks, and opportunities
What You’ll Bring
6 – 8+ years of experience in Sales Operations, Revenue Operations, or GTM Planning in a B2B SaaS or high-growth environment
·Proven experience leading annual GTM planning cycles (territories, quotas, segmentation, capacity)
·Demonstrated ownership of planning processes and outputs, with accountability for accuracy, consistency, and business impact
·Strong understanding of GTM levers (productivity, pipeline, capacity, coverage) and how they translate to revenue outcomes
Advanced analytical skills with experience building models, scenarios, and tradeoff analyses
Experience partnering directly with Sales and Finance leadership to drive planning decisions
Ability to translate complex data into clear recommendations and influence decisionmaking
·Strong project and program management skills, with the ability to lead cross-functional initiatives end-to-end
Excellent communication skills, including experience presenting to senior leadership
Deep experience with Salesforce and GTM systems
Why work at Delinea?
We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
We invest in people who are smart, self-motivated, and collaborative.
What we offer in return is meaningful work, a culture of innovation and great career progression.
At Delinea, our core values are STRONG and guide our behaviors and success:
Spirited - We bring energy and passion to everything we do
Trust - We act with integrity and deliver on our commitments
Respect - We listen, value different perspectives, and work as one team
Ownership - We take initiative and follow through
Nimble - We adapt quickly in a fast-changing environment
Global - We embrace diverse people and ideas to drive better outcomes
We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.
