Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 196,411 - 294,616 annuallyFunction: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Leadership","Team development","Analytical thinking","Financial acumen","Executive communication"]

Lead the team responsible for the company’s most consequential go-to-market decisions, including GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, and territory design. Partner closely with CRO, CMO, GTM Strategy & Operations leadership, Finance, Analytics, and sales leadership to align merged revenue organizations into a cohesive, high-performing GTM motion.

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Fivetran
Fivetran
2 months ago

Director, GTM Strategy & Planning

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Reposted: similar role first listed 2 months ago

Job Summary

Lead the team responsible for the company’s most consequential go-to-market decisions, including GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, and territory design. Partner closely with CRO, CMO, GTM Strategy & Operations leadership, Finance, Analytics, and sales leadership to align merged revenue organizations into a cohesive, high-performing GTM motion.
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 and foster a high-performance culture.
  • •Drive the annual and ongoing GTM planning cycle with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance, ensuring accountability to milestones and decisions.
  • •Own headcount planning for the revenue organization, translating priorities into capacity models with Finance and People.
  • •Design and execute global quota-setting and territory planning, including book-of-business cuts across customer and expansion segments.
  • •Own pipeline modeling and targets across GTM teams and partner with Finance on top-down forecasting to deliver an integrated revenue growth view.

Pay and Benefits

Salary: USD 196,411 - 294,616 annually
Equity and Bonus:Equity
Perks:Health InsurancePaid Time-offPaid SickParental LeaveHolidaysRsusLearning BudgetCell Phone

Key Requirements

  • •10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in B2B SaaS or enterprise technology.
  • •4+ years of experience managing and developing a team, building high-functioning strategy functions.
  • •Experience owning quota design, territory planning, and headcount modeling at scale.
  • •Strong analytical and financial acumen for building and pressure-testing complex models and translating outputs into clear strategy.
  • •Demonstrated GTM expertise across segmentation frameworks, coverage design, sales motion optimization, and (ideally) sales compensation structure design.
Experience:10+ yearsB2B SaaSEnterprise technologyManagement consulting
Skills:LeadershipTeam developmentAnalytical thinkingFinancial acumenExecutive communication

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