Principal GTM Forecasting & Planning Analyst

Named "One of the Most Innovative Companies in Design'' by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company’s rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype specializes in the design, development, licensing, and management of typefaces and font technologies for the world’s biggest global brands and individual creative professionals, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences.

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We are looking for a Principal - GTM Forecasting, Planning & Analytics to own the forecasting and planning operating system for our global sales organization. This person is responsible for establishing the cadence, processes, and reporting rhythm that allow Sales to drive early, accurate, global, regional and deal-level forecasting. You will own deal review, sales forecasting, and headcount planning for the sales organization, partnering closely with Sales and Finance, and working in partnership with HR, Enablement, and Customer Success as we build and scale our operating systems.

The ideal candidate is a builder and an operator – someone who can design rigorous, repeatable forecasting and planning processes, translate ambiguity into structure, and influence senior leaders with clear, data-backed insight. You are equal parts strategist and hands‑on analyst, comfortable defining how the operating system should work and holding the organization accountable to it.

• Own the end-to-end forecasting operating system for the global sales organization – establishing the cadence, methodology, and reporting rhythm that drive early and accurate, deal‑level forecasting based on in‑flight opportunities.
• Own the deal review process – design and run the recurring deal inspection and key deal review cadence, ensuring opportunities are scrutinized for stage integrity, close date accuracy, and risk, and that commitments roll up into a defensible forecast.
• Own sales forecasting across new business, renewals, and expansion – produce best / likely / worst scenarios, commit vs. upside views, and gap‑to‑quota analysis, and continuously improve forecast accuracy over time.
• Own headcount and capacity planning for the sales organization – model productivity, ramp, and coverage assumptions to inform hiring plans, in partnership with Sales leadership, Finance, and HR.
• Support annual and quarterly planning – target setting, quota and coverage modeling, territory inputs, and the supporting analytics that underpin the operating plan.
• Design and own the operating rhythm and business review cadence (weekly forecast calls, pipeline reviews, QBRs), defining the agendas, inputs, and metrics that make these meetings rigorous and decision‑oriented.
• Build and maintain the unified ARR roll‑up and the dashboards, reports, and KPIs leadership relies on to track performance, predict the quarter, and surface risks and opportunities early.
• Optimize sales workflows in Salesforce by designing the process and requirements for the Salesforce/Systems team to execute – owning the “what and why” of process design rather than the build itself.
• Establish and enforce data quality, pipeline hygiene, and process governance standards so that the forecast and planning outputs rest on trustworthy data.
• Support ad hoc go‑to‑market operations and strategic project work as priorities emerge across the revenue organization.
• Partner cross‑functionally with…