Director, GTM Strategy & Planning (B2B SaaS)

Location: Hybrid, based out of Oakland, Denver, Austin, or New York, United States; two days in the office each week

Salary: $196,411–$294,616 USD annually

Company

Builds data infrastructure products that automate data movement and help organizations transform, govern, and use data for analytics and AI.

What you will do

• Lead, develop, and grow the GTM strategy and planning team.
• Drive annual and in-year go-to-market planning with revenue, marketing, analytics, and finance leaders.
• Own revenue headcount planning, capacity models, quota setting, territory design, and pipeline targets.
• Shape market segmentation, coverage models, sales motions, partner GTM strategy, and market-entry priorities.
• Align the Fivetran and dbt revenue organizations into a cohesive go-to-market model.
• Build executive planning frameworks and performance materials, advise on sales compensation, and identify high-impact AI use cases for GTM productivity.

Requirements

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in B2B SaaS or enterprise technology.
• 4+ years of experience managing and developing strategy teams.
• Hands-on experience with quota design, territory planning, and headcount modeling at scale.
• Strong analytical skills, financial acumen, and experience building complex models.
• Deep knowledge of B2B SaaS go-to-market models, segmentation, coverage design, and sales motion optimization.
• Experience leading alignment across merged, acquired, or rapidly reorganized sales organizations and presenting strategic recommendations to executives.

Nice to have

• Experience in data infrastructure, analytics, or adjacent technology categories.
• Management consulting experience at McKinsey, Bain, BCG, or an equivalent firm.
• Experience scaling a GTM strategy function during rapid organizational growth.

Culture & Benefits

• Hybrid work model combining remote flexibility with in-person collaboration.
• Employer-paid medical insurance, subject to country and worker type.
• Paid time off, sick leave, parental leave, holidays, volunteer days, and a year-end Global Week of Rest.
• RSU stock grants, professional development, and training opportunities.
• Team events, free food, a monthly cell phone stipend, and mental health support resources.