Director, GTM Strategy & Planning
Core
Lead GTM strategy, coverage models, and headcount planning for a merged B2B SaaS revenue organization (Fivetran + dbt Labs) to align sales motions and drive revenue growth.
Role type
Director, GTM Strategy & Planning
Builds
Integrated GTM plans, quota models, territory designs, and capacity models for a global data infrastructure company.
Domain
B2B SaaS / Data Infrastructure
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 communication
Preferred skills
Data infrastructure/analytics domain knowledge, management consulting pedigree (McKinsey/Bain/BCG), scaling GTM through rapid growth
Technologies
None stated
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 coverage models and territory plans; prioritize market entry and expansion strategies; optimize partner GTM motion; identify AI use cases for GTM productivity; advise leadership on compensation structures.
Seniority
Director, executive-level strategy & team leadership