Senior Manager, GTM Planning & Analytics

About this role

HiveMQ is the Industrial AI Platform helping enterprises move from connected devices to intelligent operations. Built on the MQTT standard and a distributed edge-to-cloud architecture, HiveMQ connects and governs industrial data in real time, enabling global leaders like Audi, BMW, Eli Lilly, and Siemens to operationalize AI and drive innovation at scale. At HiveMQ, our culture is Effortless → Empowered → Relentless. We make the complex simple, act with confidence and ownership, and never stop pushing the boundaries of what’s possible.

Join us to power the future of intelligent industry. HIVEMQ'S VISION FOR THIS ROLE This is a chance to shape how HiveMQ plans and runs revenue. You’ll report to the VP of RevOps and partner daily with Sales, Marketing, and Finance leadership as the analytical engine behind the business. You’ll own annual planning (the bookings model, capacity, quotas, and the top-down targets that anchor the year), the KPIs the company runs on, and the funnel end to end, from MQL to closed won.

It’s a senior IC seat with a real voice in the room. Your analysis won’t sit in a deck. It’ll drive what we do next. WHAT YOU'LL DO: - Lead annual planning end to end: the bookings model, assumptions, scenarios, and the story we tell the exec team and board - Build the capacity, coverage, and productivity models that connect who we hire to what we achieve - Design and roll out quotas across segments and roles: methodology, ramp, proration, and in-year changes.

Partner with Finance to deliver comp that actually motivates the team - Set the top-down forecast that anchors the year, pressure test it against bottoms-up pipeline, and own the gap when they disagree - Define and govern the KPIs that drive revenue (ARR, NRR/GRR, magic number, CAC payback, coverage, win rate, ASP, and cycle time), and build the cadences that help us improve them - Become the go-to expert on our funnel.

Know conversion and velocity at every stage by segment and source, and trust your instincts on when to dig deeper - Spot where the business is heading before it gets there. Build leading indicators across activity, pipe-gen, and forward coverage that flag early when the plan is at risk - Deliver the bookings, attainment, and productivity reporting GTM leadership runs on, and make sure pipeline reviews, forecast calls, and QBRs surface risk while there’s still time to act - Drive recommendations to a decision, then follow through on whether they shipped and whether they worked.