Director, GTM Strategy & Planning
Core
Lead GTM strategy, coverage models, and revenue planning for a data infrastructure company merging Fivetran and dbt Labs.
Role type
Director, GTM Strategy & Planning
Builds
Integrated GTM plans, quota models, territory designs, and headcount capacity models for a combined sales organization.
Domain
B2B SaaS, Data Infrastructure, Analytics Engineering
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
B2B SaaS GTM strategy, quota design, territory planning, headcount modeling, financial acumen, market sizing (TAM/SAM), sales compensation design, organizational alignment, executive stakeholder management
Preferred skills
Data infrastructure/analytics domain experience, management consulting pedigree (McKinsey, Bain, BCG), scaling GTM through rapid growth
Technologies
None explicitly listed as tools
Responsibilities
Lead and develop a team of GTM strategy professionals; drive the annual GTM planning cycle with CRO/CMO/Finance; own headcount planning and quota-setting processes; design global territory and coverage models; prioritize market entry and expansion strategies; optimize partner GTM motion; identify AI use cases for GTM productivity; advise leadership on sales comp structures; build strategic planning frameworks for executive decision-making
Seniority
Director, hands-on IC with team leadership