Director, GTM Strategy & Planning

Responsibilities

• Lead, develop, and grow a team of GTM strategy and planning professionals
• Drive the annual and ongoing GTM planning cycle in partnership with CRO, CMO, and Finance
• Own annual and in-year headcount planning for the revenue organization
• Design and execute global quota-setting and territory planning processes
• Drive strategic decisions regarding market segmentation and revenue team structure
• Own bottom-up pipeline models and targets across Sales, Partners, and Marketing
• Partner with Sales, Marketing, and Product to optimize persona targeting and sales plays
• Evaluate market entry opportunities using TAM analysis and feasibility frameworks
• Develop and maintain partner GTM strategies in collaboration with alliance leadership
• Identify AI use cases to improve GTM productivity
• Advise leadership on sales compensation structure design

Requirements

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting
• 4+ years of experience managing and developing a team
• Proven experience owning quota design, territory planning, and headcount modeling at scale
• Strong analytical skills and financial acumen with experience building complex models
• Deep knowledge of B2B SaaS GTM models in consumption-based businesses
• Experience designing sales compensation structures
• Experience leading GTM alignment across merged or acquired organizations
• Ability to influence senior stakeholders and operate at the executive level
• Experience with market sizing and TAM/SAM analysis

Preferred Qualifications

• Experience in data infrastructure, analytics, or adjacent technology categories
• Background in management consulting (McKinsey, Bain, BCG, or equivalent)
• Experience scaling a GTM strategy function through rapid organizational growth

About the Company

Fivetran and dbt Labs are bringing together two industry-leading companies to help organizations unlock the full value of their data. Fivetran automates data movement, while dbt Labs helps teams transform data into reliable insights.