Director, GTM Strategy & Planning
Core
Lead GTM strategy, planning, and coverage models for a B2B SaaS data infrastructure company, aligning merged revenue organizations and driving executive-level decision-making.
Role type
Director, GTM Strategy & Planning (Senior IC with team leadership)
Builds
Integrated GTM plans, quota models, territory designs, and headcount capacity models for a global revenue organization
Domain
B2B SaaS, Data Infrastructure, Analytics
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 annual GTM planning cycles 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
