Director, GTM Strategy, Planning & Analytics

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the comprehensive GTM planning system, which includes annual and quarterly planning, forecasting, target establishment, capacity planning, resource allocation, and performance management.

• Convert company growth goals into cohesive GTM targets, resource strategies, and execution plans across various functions, segments, regions, and products.

• Create and enhance GTM operational rhythms, planning cycles, forecast evaluations, executive business reviews, and performance management processes.

• Design planning frameworks, governance structures, and operational standards.

• Assess GTM investment tradeoffs and provide recommendations on capacity, coverage, demand generation, retention, enablement, and other investments.

• Define frameworks for measuring GTM performance and lead analytics and insights initiatives.

• Set priorities for GTM analytics and translate complex performance data into actionable recommendations.

• Spearhead the GTM data strategy and governance, encompassing business logic, metric definitions, data standards, lineage, quality, and utilization.

• Supervise the prioritization of GTM data initiatives and ensure that governed data effectively supports forecasting, pipeline management, compensation, retention, planning, and performance measurement.

• Collaborate with Data, Engineering, IT, Finance, and GTM stakeholders on requirements and technical roadmaps.

• Direct the GTM compensation strategy, including planning, modeling, analytics, quotas, and incentive strategies.

• Act as a strategic partner to GTM, Finance, Data, IT, and executive leadership.

• Lead cross-functional strategic initiatives from problem definition to implementation.

• Manage and develop a multidisciplinary team that encompasses strategy, planning, analytics, data strategy, and compensation.

• Mentor managers and individual contributors, enhancing team capabilities, processes, and operational models.

⛳️ Requirements

• Over 12 years of experience in GTM strategy, business operations, revenue operations, planning, analytics, data strategy, or similar roles, ideally within B2B SaaS.

• More than 5 years of leadership experience, including management of other managers and/or senior individual contributors.

• Demonstrated experience in leading GTM planning, forecasting, target setting, capacity planning, and performance management.

• Strong grasp of GTM analytics, SaaS metrics, customer lifecycle performance, and executive decision-making support.

• Familiarity with GTM data strategy, metric governance, data definitions, and contemporary data ecosystems.

• Experience with compensation strategy, quota planning, incentive design, compensation analytics, or similar planning areas.

• Capability to structure ambiguous business challenges and convert complex information into actionable insights.

• Strong systems thinking across CRM, data warehouses, BI, planning, and GTM execution environments.

• Proficiency in influencing senior stakeholders across Sales, Marketing, Customer Success, Finance, Data, IT, and other departments.

• Excellent leadership, communication, prioritization, and judgment skills.

• Bachelor's degree or equivalent practical experience required.

• Must physically reside and work in the United States during the entire period of employment.

🏝️ Benefits

• Eligibility for bonuses.

• Comprehensive benefits package (full list available on the website).

• Ability to work remotely from anywhere within the United States.

• Participation in occasional company events and travel.