Manager, Strategy and Planning

Manager, Strategy and Planning

Seattle, Washington, United States

At Pitch Book, a Morningstar company, we are always looking forward. We continue to innovate, evolve, and invest in ourselves to bring out the best in everyone. We're deeply collaborative and thrive on the excitement, energy, and fun that reverberates throughout the company.

Our extensive learning programs and mentorship opportunities help us create a culture of curiosity that pushes us to always find new solutions and better ways of doing things. The combination of a rapidly evolving industry and our high ambitions means there's going to be some ambiguity along the way, but we excel when we challenge ourselves. We're willing to take risks, fail fast, and do it all over again in the pursuit of excellence.

If you have a good attitude and are willing to roll up your sleeves to get things done, Pitch Book is the place for you.

Incentive compensation and commercial planning are among the most powerful levers in a growth-stage commercial organization - they shape how sellers prioritize, where the business invests, and how financial performance ultimately materializes. The Manager, Strategy & Planning owns these levers at Pitch Book.

This role sits at the intersection of commercial strategy, financial planning, and incentive design. It is responsible for building and governing the compensation programs and financial frameworks that align our go-to-market organization with Pitch Book's growth objectives - covering 500+ commissioned roles spanning Sales, Customer Success, and commercial leadership across every segment and geography.

This is not a plan administration role. It is a senior strategic function that requires deep understanding of our GTM motions and the ability to translate that understanding into compensation programs, Bookings forecasts, and financial frameworks that produce the right commercial outcomes. You will manage a team of three to four analysts and serve as the internal authority on how Pitch Book incentivizes and plans for its commercial organization, from plan design and quota-setting through commission execution and governance.

Reporting to the Head of Commercial Operations, you will be a trusted partner and regular point of contact for the CRO and CFO, presenting findings and recommendations directly at the C-level and serving as the connective tissue between commercial strategy and financial planning. The right candidate doesn't just ask "did we pay correctly?" but "are our plans producing the commercial and financial outcomes we need?",

and drives continuous improvement based on the answer.

• Own end-to-end design, implementation, and governance of Sales Incentive Plans (SIPs) for every commissioned role at Pitch Book - 500+ roles spanning Sales, Customer Success, and commercial leadership including plan structure, pay mix, accelerators, SPIFFs, and annual plan documentation
• Manage monthly and quarterly commission calculations and payout processes with a high standard for accuracy; serve as the final escalation point for disputes and exceptions across the commercial org
• Own the Commissions forecasting process in close partnership with FP&A, ensuring monthly and quarterly commission expense projections are accurate, timely, and integrated into the company's financial planning cadence; proactively surface and communicate variance drivers to CFO and Finance leadership
• Ensure SIPs are equitable, compliant, and operationally scalable; partner with Legal, Payroll, Finance, and HR to maintain plan integrity and consistent application across the organization
• Lead the annual quota-setting process in partnership with Commercial leaders and Finance; develop and maintain quota capacity models that account for headcount changes, ramp curves, segment mix, and financial targets
• Build cost models and scenario analyses to quantify the financial impact of plan design changes; support CRO and CFO planning cycles with compensation budget projections and Commissions forecast sensitivity analyses
• Lead a structured compensation governance cadence - facilitating cross-functional review of plan exceptions, policy evolution, and year-over-year plan retrospectives; maintain plan documentation and annual plan communications to sellers and managers
• Shape long-term incentive strategy by connecting plan design to commercial performance outcomes; conduct ongoing benchmarking against external market data to ensure OTE competitiveness and inform pay mix recommendations
• Lead the Bookings forecasting function for the commercial organization, directing analysts and partnering with FP&A to build and maintain bottoms-up forecasting models by segment, product line, and seller cohort; own the reconciliation of the operational forecast to the financial plan on a monthly and quarterly basis
• Partner with Commercial Analytics and GTM Systems to ensure the forecast integrates pipeline data, conversion rates, seasonality, and quota capacity -…