Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 196,411 - 294,616 annuallyFunction: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Analytical skills","Financial acumen","Executive communication","Influencing without authority","Driving alignment"]

Lead Fivetran’s GTM Strategy & Planning team, owning end-to-end GTM planning across regions and segments. Drive annual and in-year planning, headcount and capacity models, quota setting, territory design, and bottom-up pipeline targets while partnering with Finance for forecasts and the annual financial plan. Align merged GTM motions across Fivetran and dbt revenue organizations and advise on sales compensation design and high-impact sales plays.

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Fivetran
Fivetran
2 months ago

Director, GTM Strategy & Planning

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Last checked: 4 hours agoStatus: Live
Reposted: similar role first listed 2 months ago

Job Summary

Lead Fivetran’s GTM Strategy & Planning team, owning end-to-end GTM planning across regions and segments. Drive annual and in-year planning, headcount and capacity models, quota setting, territory design, and bottom-up pipeline targets while partnering with Finance for forecasts and the annual financial plan. Align merged GTM motions across Fivetran and dbt revenue organizations and advise on sales compensation design and high-impact sales plays.
Location: Denver, Austin, New York
Workplace: Hybrid
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Director level

Key Responsibilities

  • •Lead, develop, and grow the GTM strategy and planning team and foster a high-performance culture.
  • •Run the annual and ongoing GTM planning cycle with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance, translating objectives into an integrated revenue organization plan.
  • •Own headcount planning, capacity models, and the global quota-setting and territory planning process, including book-of-business cuts and equitable opportunity distribution.
  • •Build the bottom-up pipeline model and targets across Sales, Partners, Business Development, and Marketing, and partner with Finance on top-down analytical forecasting.
  • •Advise on sales compensation structure design and lead strategic market entry, segmentation, coverage model design, and GTM alignment across merged or reorganized revenue organizations.

Pay and Benefits

Salary: USD 196,411 - 294,616 annually
Perks:Health InsuranceRsusPaid LeavePaid SickParental LeaveCell Phone

Key Requirements

  • •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.
  • •Strong analytical skills and financial acumen, 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:10+ yearsB2B SaaSEnterprise technology
Skills:Analytical skillsFinancial acumenExecutive communicationInfluencing without authorityDriving alignment
Languages:English

Company Brief

Fivetran
Provides automated data integration and replication software that moves data from hundreds of sources into cloud data warehouses and analytics platforms. Helps engineering and analytics teams keep data pipelines reliable, current, and low-maintenance.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Headquarters: Oakland, United States
Founded: 2012
WebsiteLinkedIn