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. Call it out when the data can’t support a conclusion, and lead the fix WHO YOU ARE: - 7+ years in RevOps, Sales Strategy & Ops, GTM planning, or GTM-focused FP&A, ideally at a B2B SaaS startup - Hands-on experience owning annual planning, quota setting, and capacity modeling - A track record of full-funnel analysis across marketing and sales, with a strong point of view on where funnels leak and why - Expert Excel/Sheets modeler. Others can open your models, understand them, and trust them - Deep Salesforce fluency across reporting and the data model, and comfortable in a modern warehouse/BI stack - Strong data intuition. You catch the wrong number before anyone else, and you can tell when the business changed versus when the way we record it changed - A trusted partner to Sales leadership, Finance, Marketing, and the exec team - A builder at heart. You cut through ambiguity instead of waiting for it to clear, move from the annual plan to this week’s pipe-gen without losing the thread, and stay practical about where AI actually takes work off the GTM team’s plate NICE TO HAVE: - Experience with PLG or self-serve funnel analytics alongside a sales-led motion - Background supporting a technical or dev-led product, ideally in IIoT or data infra - Advanced SQL. You’d rather pull the answer from the warehouse yourself than file a ticket and wait [https://app.ashbyhq.com/api/images/user-content/ad32601b-1068-4837-bf39-6fb30b020a35/6c7d9580-e269-4ed2-b231-3cf18ec552d8/hivemq_benefits.png] EXCERPT FROM OUR CUSTOMER LIST https://www.hivemq.com/customers/ Informations about our job advertisements Job advertisements of HiveMQ GmbH are always directed at female, male and various applicants, regardless of age, gender, religion, sexual identity, disability, race, ethnic origin, world view, etc. The selection of a candidate is exclusively based on qualifications. For organisational reasons, we cannot return application documents and cannot reimburse any expenses that you incur during the application process.