Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 168,674 - 210,842.5Function: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Executive-level communication","Influencing without authority","Building strategy frameworks","Analytical problem-solving","Stakeholder alignment"]

Lead GTM strategy and planning for Fivetran and dbt Labs, owning coverage model, market prioritization, revenue team segmentation, headcount and comp design principles, quota and territory planning, and pipeline targets. Partner with Finance to set annual financial plans across regions and segments, align merged revenue organizations into a cohesive GTM motion, and build executive-ready planning frameworks and analytics-driven forecasts.

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Fivetran
Fivetran
4 weeks ago

Director, GTM Strategy & Planning

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Last checked: 4 hours agoStatus: Live

Job Summary

Lead GTM strategy and planning for Fivetran and dbt Labs, owning coverage model, market prioritization, revenue team segmentation, headcount and comp design principles, quota and territory planning, and pipeline targets. Partner with Finance to set annual financial plans across regions and segments, align merged revenue organizations into a cohesive GTM motion, and build executive-ready planning frameworks and analytics-driven forecasts.
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.
  • •Drive the annual and ongoing GTM planning cycle with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance.
  • •Own annual and in-year headcount planning and revenue capacity models in partnership with Finance and People.
  • •Design and execute global quota-setting, territory planning, and book-of-business cuts across customer and expansion segments.
  • •Own bottom-up pipeline models and targets across GTM teams and partner with Finance on top-down forecasts.

Pay and Benefits

Salary: USD 168,674 - 210,842.5
Equity and Bonus:Equity
Perks:Health InsurancePaid Time-offParental LeaveEquityLearning Budget

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 managing and developing a team and building high-functioning strategy functions.
  • •Demonstrated ownership of quota design, territory planning, and headcount modeling at scale.
  • •Strong analytical skills and financial acumen, including building and stress-testing complex models and translating outputs into strategy.
  • •Deep knowledge of B2B SaaS go-to-market models (segmentation frameworks, coverage design, and sales motion optimization).
Experience:10+ yearsB2B SaaSEnterprise technologyManagement consultingConsumption-based
Skills:Executive-level communicationInfluencing without authorityBuilding strategy frameworksAnalytical problem-solvingStakeholder 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