Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 168,674 - 210,842.5Function: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Leadership","Analytical skills","Financial acumen","Executive communication","Stakeholder alignment"]

Lead GTM strategy and planning for Fivetran’s revenue organization, owning the coverage model, market prioritization, segmentation, quota/territory design, headcount planning, and pipeline targets. Partner with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to align the combined Fivetran and dbt go-to-market motion. Drive models and frameworks for data-driven executive decisions, including GTM performance materials and comp principles.

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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 Fivetran’s revenue organization, owning the coverage model, market prioritization, segmentation, quota/territory design, headcount planning, and pipeline targets. Partner with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to align the combined Fivetran and dbt go-to-market motion. Drive models and frameworks for data-driven executive decisions, including GTM performance materials and comp principles.
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, fostering a high-performance culture.
  • •Drive the annual and ongoing GTM planning cycle with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance; translate objectives into an integrated plan and track milestones.
  • •Own headcount planning for the revenue organization by translating strategic priorities into capacity models in partnership with Finance and People.
  • •Design and execute global quota-setting and territory planning, including book-of-business cuts, with a focus on equitable opportunity and revenue maximization.
  • •Own pipeline models and targets across GTM teams and partner with Finance on top-down forecasting to provide an integrated view of revenue growth potential.

Pay and Benefits

Salary: USD 168,674 - 210,842.5
Perks:Health InsuranceRsusLearning BudgetPaid Leave

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 experience building and pressure-testing complex models and translating outputs into clear 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 technologyManagement consulting
Skills:LeadershipAnalytical skillsFinancial 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