Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 181,016 - 226,270Function: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Analytical skills","Financial acumen","Executive presence","Influencing","Clear communication"]

Lead the team responsible for the most consequential GTM decisions, owning GTM strategy, coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, territory design, and pipeline targets. Partner closely with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to drive GTM alignment across combined revenue organizations. Own bottom-up pipeline modeling and forecast frameworks, and help shape market entry and partner GTM strategies.

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Fivetran
Fivetran
3 weeks ago

Director, GTM Strategy & Planning

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Job Summary

Lead the team responsible for the most consequential GTM decisions, owning GTM strategy, coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, territory design, and pipeline targets. Partner closely with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to drive GTM alignment across combined revenue organizations. Own bottom-up pipeline modeling and forecast frameworks, and help shape market entry and partner GTM strategies.
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 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, translating business objectives into an integrated revenue plan and holding the process accountable to milestones.
  • •Own annual and in-year headcount planning for the revenue organization, translating priorities into capacity models in partnership with Finance and People.
  • •Design and execute global quota-setting and territory planning, including book-of-business cuts, with focus on equitable opportunity distribution and revenue maximization.
  • •Own bottom-up pipeline models and targets across GTM teams and partner with Finance on top-down analytical forecasting to provide an integrated view of revenue growth potential.

Pay and Benefits

Salary: USD 181,016 - 226,270
Equity and Bonus:Equity
Perks:Health InsurancePaid LeaveRsusLearning BudgetCell 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, 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:10+ yearsB2B SaaSEnterprise technology
Skills:Analytical skillsFinancial acumenExecutive presenceInfluencingClear communication
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