Director, GTM Strategy & Planning

Fivetran
Denver, Austin, New York
Workplace: HybridFull timeUSD 186,590 - 279,885 annuallyFunction: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Leadership","Analytical skills","Financial acumen","Influencing without authority","Executive communication"]

Lead the team responsible for the most consequential go-to-market decisions, owning GTM strategy, coverage model, market prioritization, revenue team segmentation, headcount planning, quota setting, and pipeline targets. Partner with Finance and executive leadership to align annual and in-year plans across regions and segments, unify GTM motions across merged organizations, and drive data-driven frameworks for executive planning and resets.

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Fivetran
Fivetran
2 months ago

Director, GTM Strategy & Planning

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Last checked: 4 hours agoStatus: Live
Reposted: similar role first listed 2 months ago

Job Summary

Lead the team responsible for the most consequential go-to-market decisions, owning GTM strategy, coverage model, market prioritization, revenue team segmentation, headcount planning, quota setting, and pipeline targets. Partner with Finance and executive leadership to align annual and in-year plans across regions and segments, unify GTM motions across merged organizations, and drive data-driven frameworks for executive planning and resets.
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, translating objectives into an integrated revenue organization plan.
  • •Own headcount planning, global quota-setting, and territory planning, including book-of-business cuts and equitable opportunity distribution.
  • •Build bottom-up pipeline models and targets across Sales, Partners, Business Development, and Marketing, partnering with Finance on top-down forecasting.
  • •Evaluate market entry opportunities, lead partner GTM strategy integration, and identify AI use cases to improve GTM productivity.

Pay and Benefits

Salary: USD 186,590 - 279,885 annually
Equity and Bonus:Equity
Perks:Health InsurancePaid LeavePaid SickParental LeaveEquityLearning BudgetCell StipendVolunteer Days

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 and financial acumen, able to build and pressure-test complex models and translate outputs into clear strategic direction.
  • •Deep knowledge of B2B SaaS go-to-market models, including segmentation frameworks, coverage design, and sales motion optimization.
Experience:10+ yearsB2B SaaSEnterprise technologySales strategyRevenue strategyGTM strategy
Skills:LeadershipAnalytical skillsFinancial acumenInfluencing without authorityExecutive communication
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