Director, GTM Strategy & Planning

Director, GTM Strategy & Planning

We are seeking a director to lead the GTM strategy and planning function for our data‑pipeline platform, driving decisions around strategy, coverage, headcount, quotas, territories, and pipeline growth. The role partners closely with executive leaders and finance to align our global GTM motion, particularly during the integration of the newly merged Fivetran and dbt revenue organizations.

Responsibilities

• Lead, develop, and grow a team of GTM strategy and planning professionals, fostering a high‑performance culture grounded in core values.
• Drive the annual and ongoing GTM planning cycle in close partnership with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance—translating business objectives into an integrated plan across the revenue organization and holding the process accountable to key milestones and decisions.
• Own the annual and in‑year headcount planning process for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models.
• Design and execute the global quota‑setting and territory planning process, including book‑of‑business cuts for existing customer and expansion segments, with a commitment to equitable opportunity distribution and revenue maximization.
• Drive key strategic decisions across the revenue organization, including market segmentation, revenue team structure, and coverage model design.
• Own the bottom‑up pipeline model and targets across all GTM teams (Sales, Partners, Business Development, Marketing) and partner with Finance on a top‑down analytical forecast model—together providing an integrated view of revenue growth potential.
• Partner with Sales, Marketing, and Product to identify and prioritize high‑impact sales plays and optimize persona targeting, ensuring the revenue team is focused on the highest‑value buyer profiles and translating strategic insights into actionable revenue motions.
• Evaluate market entry opportunities and develop geography‑specific GTM strategies—using TAM analysis and feasibility frameworks to prioritize expansion and adapt approaches for local market dynamics, competitive landscape, and go‑to‑market maturity.
• Develop and maintain the partner GTM strategy in collaboration with alliances and channel leadership, ensuring the partner motion and marketing plan and targets are integrated with the broader GTM plan.
• Identify where AI can materially improve GTM productivity and lead cross‑functional efforts to prioritize and implement the highest‑impact use cases.
• Partner with field operations to lead the preparation of GTM performance materials for key executive forums, including QBRs and Board meetings.
• Advise revenue, Finance, and HR leadership on sales compensation structure design, providing analysis and recommendations on how plan mechanics drive or inhibit desired seller behaviors.
• Build the strategic planning frameworks, models, and deliverables that enable data‑driven decision‑making at the executive level, and serve as the CRO and sales leadership's primary thought partner on annual planning, mid‑year resets, and evolving strategic priorities.

Qualifications

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in a B2B SaaS or enterprise technology environment.
• 4+ years of experience managing and developing a team, with a track record of building high‑functioning strategy functions.
• Demonstrated experience owning quota design, territory planning, and headcount modeling at scale—having delivered rather than merely advised on it.
• Strong analytical skills and financial acumen; comfortable building and pressure‑testing complex models and translating outputs into clear strategic direction.
• Deep knowledge of B2B SaaS go‑to‑market models in a consumption‑based business, including segmentation frameworks, coverage design, and sales motion optimization.
• Experience advising on or designing sales compensation structures with an understanding of how incentive mechanics drive behavior.
• Experience leading GTM alignment across merged, acquired, or rapidly reorganized sales organizations.
• Proven ability to operate at the executive level—synthesizing complexity, influencing without authority, and driving alignment among senior stakeholders.
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization frameworks.
• Clear, concise communicator who can present rigorous work simply and credibly to a broad audience.

Bonus Skills

• Experience in the data infrastructure, analytics, or adjacent technology categories.
• Background in management consulting (McKinsey, Bain, BCG, or equivalent).
• Experience scaling a GTM strategy function through a period of rapid organizational growth.

Pay Range

$168,674 – $210,842.50 USD

Perks and Benefits

• 100% employer‑paid medical insurance
• Generous paid time‑off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
• RSU stock grants
• Professional development and training opportunities
• Company virtual happy hours, free food, and fun team‑building activities
• Monthly cell phone stipend
• Access to an innovative mental‑health support platform that offers personalized care and resources in areas such as therapy, coaching, and self‑guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type – please reach out to your recruiter for more information.

EEO Statement

We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form . We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.