Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 186,590 - 279,885Function: Strategy & Corporate DevelopmentSkills: ["Leadership","Analytical skills","Financial acumen","Executive communication","Influencing without authority"]

Lead Fivetran’s GTM strategy and planning function for a combined revenue organization, owning the frameworks and plans that align two complementary sales teams. You’ll drive GTM planning, headcount and capacity modeling, quota-setting and territory design, and integrated pipeline targets across Sales, Partners, Business Development, and Marketing. Partner closely with CRO/CMO, Finance, Analytics, and sales leadership to translate strategy into executive-ready models and decision support.

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Fivetran
Fivetran
2 months ago

Director, GTM Strategy & Planning

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Job Summary

Lead Fivetran’s GTM strategy and planning function for a combined revenue organization, owning the frameworks and plans that align two complementary sales teams. You’ll drive GTM planning, headcount and capacity modeling, quota-setting and territory design, and integrated pipeline targets across Sales, Partners, Business Development, and Marketing. Partner closely with CRO/CMO, Finance, Analytics, and sales leadership to translate strategy into executive-ready models and decision support.
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 and hold the process accountable to key milestones and decisions.
  • •Own annual and in-year headcount planning for the revenue organization, partnering with Finance and People on capacity models.
  • •Design and execute global quota-setting and territory planning, including book-of-business cuts across segments.
  • •Own bottom-up pipeline models and targets and partner with Finance on top-down forecasting; support GTM alignment through sales plays, persona targeting, and strategic decision frameworks.

Pay and Benefits

Salary: USD 186,590 - 279,885
Equity and Bonus:Equity
Perks:Health InsurancePaid Time-offParental 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, with comfort pressure-testing complex models and translating outputs into clear direction.
  • •Deep knowledge of B2B SaaS go-to-market models in a consumption-based business, including segmentation, coverage design, and sales motion optimization.
Experience:B2B SaaSEnterprise technologyManagement consulting
Skills:LeadershipAnalytical skillsFinancial acumenExecutive communicationInfluencing without authority
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