Head of GTM Strategy and Planning

Celonis
Munich, London, Raleigh
Workplace: OnsiteFull timeFunction: Strategy & Corporate DevelopmentSkills: ["Analytical skills","Problem-solving","Stakeholder management","Communication","Project management"]

Own Celonis’ integrated annual and multi-year go-to-market (GTM) planning processes, coordinating Sales, Marketing, Value Engineering, Services, Finance, and other stakeholders. Lead territory planning, segmentation strategy, role definition, and resource allocation to balance growth with unit economics. Build and maintain planning systems, ratios, dashboards, and custom modeling frameworks to stress-test scenarios, align leadership, and drive continuous improvements in GTM strategy execution.

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Celonis
Celonis
22 hours ago

Head of GTM Strategy and Planning

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Last checked: 6 hours agoStatus: Live

Job Summary

Own Celonis’ integrated annual and multi-year go-to-market (GTM) planning processes, coordinating Sales, Marketing, Value Engineering, Services, Finance, and other stakeholders. Lead territory planning, segmentation strategy, role definition, and resource allocation to balance growth with unit economics. Build and maintain planning systems, ratios, dashboards, and custom modeling frameworks to stress-test scenarios, align leadership, and drive continuous improvements in GTM strategy execution.
Location: Munich, London, Raleigh
Workplace: Onsite
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Manager level

Key Responsibilities

  • •Design and execute integrated GTM planning processes, coordinating annual bottom-up and top-down plans across functions to balance growth with profitability.
  • •Lead territory and segment strategy, designing territory structures to optimize pipeline generation, ACV/ARR growth, and team productivity.
  • •Define and refine GTM ratios, analyze performance, and recommend adjustments to optimize resource allocation.
  • •Conduct role and organizational design analysis, covering coverage models, account assignments, and team structures.
  • •Build planning systems, dashboards, and custom models to stress-test plans, track plan versus actual, and guide course corrections.

Pay and Benefits

Perks:RsusPaid LeaveParental LeaveLearning BudgetGym MembershipHealth Insurance

Key Requirements

  • •Significant experience in SaaS and/or AI-oriented tech companies in GTM strategy, sales planning, revenue operations, or sales strategy roles.
  • •Deep expertise in territory planning, segmentation strategy, and account assignment with proven success designing and implementing planning processes.
  • •Strong understanding of enterprise SaaS go-to-market models and the drivers of ACV/ARR, win rates, and team productivity.
  • •Hands-on experience defining and optimizing GTM ratios (e.g., AE to SDR, territories to manager) and articulating their impact.
  • •Comfort with planning and modeling tools (e.g., Excel, Tableau, Looker) to build custom models, run scenarios, and communicate findings to leadership.
Experience:SaaSAIEnterprise SaaSRevenue operations
Skills:Analytical skillsProblem-solvingStakeholder managementCommunicationProject management
Languages:English
Tech Stack:ExcelTableauLooker

Company Brief

Celonis
Provides cloud-based process mining and execution management software that helps organizations visualize, analyze, and optimize business processes to improve efficiency, reduce costs, and accelerate operational transformation across enterprise systems.
Industry: SaaS
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Munich, Germany
Founded: 2011
WebsiteLinkedIn