Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 181,016 - 226,270 annuallyFunction: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Leadership","Analytical thinking","Financial acumen","Executive communication","Stakeholder alignment"]

Lead GTM strategy and planning for a combined, high-performing revenue organization—owning coverage model, market prioritization, segmentation, quota/territory design, headcount and comp design principles, and pipeline targets. Partner closely with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to run annual and in-year planning cycles and deliver executive-ready frameworks that support annual plans, mid-year resets, and strategic alignment.

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Fivetran
Fivetran
3 weeks ago

Director, GTM Strategy & Planning

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Job Summary

Lead GTM strategy and planning for a combined, high-performing revenue organization—owning coverage model, market prioritization, segmentation, quota/territory design, headcount and comp design principles, and pipeline targets. Partner closely with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to run annual and in-year planning cycles and deliver executive-ready frameworks that support annual plans, mid-year resets, and strategic alignment.
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 annual and ongoing GTM planning cycles with CRO/CMO/Strategy & Ops/Analytics/Finance, translating business objectives into integrated revenue plans and holding milestones accountable.
  • •Own annual and in-year headcount planning for the revenue organization, partnering with Finance and People to translate priorities into capacity models.
  • •Design and execute global quota-setting and territory planning, including book-of-business cuts, with 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 present an integrated view of revenue growth potential.

Pay and Benefits

Salary: USD 181,016 - 226,270 annually
Equity and Bonus:Equity
Perks:Health InsurancePaid LeaveParental 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, building and stress-testing complex models and translating outputs into strategy.
  • •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 technologyData infrastructureAnalyticsManagement consulting
Skills:LeadershipAnalytical thinkingFinancial acumenExecutive communicationStakeholder 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