Director, Strategy & Planning

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

📋 Description

• Develop standard reports and tools to assess business performance and enhance planning processes.

• Oversee annual and long-term go-to-market (GTM) planning, ensuring alignment between revenue goals, hiring strategies, territory coverage, and productivity assumptions.

• Create revenue and capacity scenarios that take into account usage variations, customer adoption, and potential expansion or contraction.

• Assess strategic opportunities and transformative initiatives in collaboration with Sales and Services leaders.

• Gain expertise in GTM data collection, fundamental business processes, metrics, and reporting.

• Identify reporting deficiencies and planning inefficiencies, then develop scalable solutions in partnership with Analytics and Business Systems.

• Facilitate connections among Revenue Operations, Marketing, Finance, Data, and GTM leadership.

• Create self-service planning processes that enhance consistency and minimize manual coordination.

• Provide guidance to GTM leadership on segmentation, vertical performance, pricing strategies, and territory management.

• Collaborate with Finance to synchronize revenue scenarios with workforce budgets and financial objectives.

• Establish priorities for the planning function and spearhead cross-functional initiatives.

• Employ AI-assisted methodologies for consumption analysis, scenario development, and ongoing reporting.

⛳️ Requirements

• A minimum of 8 years of experience in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical area.

• Proven experience in leading a planning function or significant cross-functional programs.

• Strong analytical skills and strategic thinking capability.

• Advanced modeling and analytical abilities, including complex segmentation analysis and workforce planning.

• Exceptional communication skills, especially with executive stakeholders.

• Experience managing GTM planning during substantial annual recurring revenue (ARR) and headcount growth in a comparable SaaS organization.

• Familiarity with evolving capacity models, coverage strategies, and planning processes.

• Background in a Sales or GTM organization.

• Knowledge of sales methodologies such as MEDDPICC or MEDDIC.

• Understanding of representative productivity, capacity, campaign influence, and quota modeling.

• High adaptability to ambiguity.

• Strong critical and creative thinking capabilities.

🏝️ Benefits

• Restricted Stock Units (RSUs).

• Fully remote work environment with a global culture.

• Opportunities for career advancement.

• In-person onboarding experience.

• 30 days of annual leave each year.

• 3 annual leave days designated for Grafana Shutdown Days.

• Commitment to transparent communication and regular company-wide updates.

• Freedom and support to produce outstanding work and explore new initiatives.

• High-trust, low-ego workplace culture.

• Accessible and engaged leadership.