Head of GTM Strategy and Planning

Celonis
London, Raleigh
Full timeFunction: Strategy & Corporate DevelopmentSkills: ["Analytical thinking","Problem-solving","Stakeholder management","Communication","Strategic thinking"]

Own the end-to-end GTM planning process as part of the Revenue Operations leadership team, coordinating Sales, Marketing, Value Engineering, Services, Finance, and stakeholders to deliver an integrated annual and multi-year go-to-market plan. Lead territory, segmentation, role and organizational design, GTM ratio definition, and planning systems/frameworks. Build and stress-test custom models, align leadership through trade-offs, and run ongoing programs tied to global accounts and new logo strategy.

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FursaFursa
Celonis
Celonis
1 day ago

Head of GTM Strategy and Planning

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Last checked: 6 hours agoStatus: Live

Job Summary

Own the end-to-end GTM planning process as part of the Revenue Operations leadership team, coordinating Sales, Marketing, Value Engineering, Services, Finance, and stakeholders to deliver an integrated annual and multi-year go-to-market plan. Lead territory, segmentation, role and organizational design, GTM ratio definition, and planning systems/frameworks. Build and stress-test custom models, align leadership through trade-offs, and run ongoing programs tied to global accounts and new logo strategy.
Location: London, Raleigh
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Sr. Director level

Key Responsibilities

  • •Lead the annual GTM planning process, coordinating business functions to build an integrated bottom-up and top-down plan balancing growth with profitability.
  • •Develop and maintain territory and segment strategy, designing territory structures to optimize pipeline generation, ACV/ARR growth, and team productivity.
  • •Define and refine GTM ratios (e.g., AE to SDR, territories to manager), analyze performance, and recommend adjustments to optimize resource allocation.
  • •Conduct role and organizational design analysis, including coverage models, account assignments, and team structures to drive outcomes.
  • •Build and maintain planning systems and frameworks, develop custom models and scenarios, and run cross-functional alignment and reporting on plan vs. actual with variance insights.

Pay and Benefits

Perks:EquityParental LeavePaid LeaveHealth InsuranceLearning PlatformWellness Stipend

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 demonstrated success designing and implementing planning processes.
  • •Strong understanding of enterprise SaaS go-to-market models and sales structures, including ACV/ARR, win rates, and team productivity drivers.
  • •Hands-on experience defining and optimizing GTM ratios (e.g., AE to SDR, territories to manager) and articulating why ratios matter.
  • •Comfort with planning and modeling tools (e.g., Excel, Tableau, Looker) to build custom models, run scenarios, and communicate findings to leadership.
Experience:SaaSAI
Skills:Analytical thinkingProblem-solvingStakeholder managementCommunicationStrategic thinking
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