GTM & Capacity Planning Manager

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.

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.

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.

As GTM & Capacity Planning Manager, you’ll be joining a team that values excellence, initiative, and problem-solving. You’ll take on complex communication and planning challenges with a direct and measurable impact on strategic decisions that shape Clio’s growth trajectory. Your work will support accurate fiscal planning and revenue target setting.

• Owning 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.
• Building and refining complex planning models (quota, capacity, territory) to translate business processes into structured analytical models that provide clear insights on revenue impact and GTM efficiency.
• Analyzing sales productivity, market trends, the competitive landscape, and funnel dynamics to surface strategic growth opportunities and risks.
• Driving 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.
• Identifying and expanding Total Addressable Market (TAM) to drive GTM strategy, leveraging a deep understanding of market dynamics and operational constraints.
• Serving as a trusted expert by providing strategic recommendations and delivering solutions that support high‑level growth and scaling initiatives.
• Collaborating cross‑functionally to create formal networks and drive aligned execution across senior leadership, Marketing, Business Operations, and Finance.
• Partnering 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.
• Demonstrating independent judgment to identify, structure, and resolve policy and process gaps, data inconsistencies that impede the planning lifecycle while designing new governance policies to drive consistency in GTM and capacity planning.
• Owning and delivering complex analyses on sales and CS performance metrics (e.g., pipeline generation trends, forecast accuracy, rep…