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.

• 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 work streams 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.

• 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…