Head of GTM Strategy and Planning
Core
Strategic architect of Celonis' annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Finance, and Services to ensure aligned, balanced, and executable go-to-market strategy.
Role type
Senior IC GTM Strategy and Planning Lead
Builds
Integrated GTM planning processes, territory structures, resource allocation models, and organizational design frameworks for enterprise SaaS/AI
Domain
Enterprise SaaS / Process Mining / AI / Revenue Operations
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
GTM strategy design, territory planning, segmentation strategy, GTM ratio optimization, organizational design, financial modeling, stakeholder alignment, program management
Preferred skills
Experience with AI-oriented tech companies, custom modeling in Excel/Tableau/Looker, data-driven decision making
Technologies
Excel, Tableau, Looker
Responsibilities
Lead annual GTM planning process; develop territory and segment strategy; define and refine GTM ratios; conduct organizational design analysis; build and maintain planning systems; develop custom models to stress-test plans; coordinate cross-functional stakeholder alignment; communicate plan priorities; lead GTM strategy initiatives (Global Accounts, New Logo, market expansion); develop business reporting dashboards; review plan performance; serve as strategic advisor on GTM and resource allocation; drive planning process modernization
Seniority
Senior, hands-on IC