Head of GTM Strategy and Planning

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

Own Celonis’ annual and multi-year go-to-market (GTM) strategy and planning processes as part of the Revenue Operations leadership team. Lead integrated bottom-up/top-down GTM planning, territory and segment strategy, GTM ratio design, and organizational design analysis. Build and maintain planning systems and custom modeling frameworks, run scenario stress tests, align cross-functionally with senior stakeholders, and track plan vs. actual through reporting dashboards and periodic performance reviews.

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FursaFursa
Celonis
Celonis
23 hours ago

Head of GTM Strategy and Planning

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Last checked: 6 hours agoStatus: Live

Job Summary

Own Celonis’ annual and multi-year go-to-market (GTM) strategy and planning processes as part of the Revenue Operations leadership team. Lead integrated bottom-up/top-down GTM planning, territory and segment strategy, GTM ratio design, and organizational design analysis. Build and maintain planning systems and custom modeling frameworks, run scenario stress tests, align cross-functionally with senior stakeholders, and track plan vs. actual through reporting dashboards and periodic performance reviews.
Location: Raleigh
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Sr. Director level

Key Responsibilities

  • •Lead the annual GTM planning process, coordinating cross-functionally to produce an integrated plan balancing growth and profitability.
  • •Develop and maintain territory and segment strategy, designing territory structures to optimize pipeline generation and ARR/ACV growth.
  • •Define and refine GTM ratios, analyze performance, and recommend adjustments to optimize resource allocation.
  • •Conduct role and organizational design analysis, including coverage models, account assignments, and team structures.
  • •Build and maintain planning systems and frameworks, run custom scenario modeling, and communicate plan outcomes and variances via reporting dashboards.

Pay and Benefits

Perks:EquityParental LeavePaid LeaveLearning BudgetGym Membership

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 (AE to SDR, territories to manager, etc.) and explaining how ratios impact performance.
  • •Comfort building custom planning models and running scenarios using tools like Excel, Tableau, and Looker, translating insights to leadership.
Experience:SaaSAI techEnterprise software
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