Revenue Operations Analyst, GTM & Central Planning (Remote)

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense. The Revenue Operations Analyst — GTM & Central Planning is a high-impact, analytically-driven role responsible for the models, processes, and data infrastructure that underpin go-to-market execution. This role sits at the intersection of Finance, Sales, and Operations, serving as the analytical backbone for territory design, quota setting, headcount planning, compensation modeling, channel strategy, and forecast accuracy. The ideal candidate turns complex, multi-source data into clear decisions. Responsibilities: GTM Planning & Territory Design Own the design and maintenance of territory models across all segments (SMB, Mid-Market, Enterprise, International), balancing account load, whitespace opportunity, rep capacity, and equity of potential across the field Evaluate and recommend territory structures including pod models, geo-based assignments, and vertical overlays — modeling the trade-offs of each approach against pipeline coverage and rep productivity Map account potential and customer spend together to ensure fair and balanced territories across both Sales and Customer Success/Renewals motions  Annual Planning & AOP Alignment Build and maintain the annual GTM planning model — translating top-down revenue targets into segment-level quotas, headcount plans, quota deployment strategies, and productivity benchmarks  Own the bridge model between Finance's AOP number and the bottoms-up field view; surface structural gaps (insufficient pipe, under-resourced segments) early in the planning cycle  Manage quota deployment timing and over deployment logic — modeling how quota levels change month-to-month to maintain consistent overdeployment relative to AOP Capacity & Headcount Planning Develop and maintain capacity planning models by role and segment, incorporating ramp curves, attrition assumptions, and productivity metrics  Model and maintain headcount ratio standards across the GTM organization  Conduct cohort analysis on rep productivity to identify ramp performance trends, segment-level attainment distributions, and leading indicators of rep success or attrition  Develop quota coverage model against AOP build Forecasting & Pipeline Analytics  Own the weekly, monthly, and quarterly forecast roll-up process — standardizing submissions, performing ...