Director, GTM Strategy & Planning (SaaS)

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

Salary: $186,590–$279,885 USD per year

Company

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

What you will do

• Lead and develop a team of GTM strategy and planning professionals.
• Own annual and in-year go-to-market planning, headcount planning, capacity models, and financial planning in partnership with Finance and senior revenue leaders.
• Design global quota-setting, territory planning, segmentation, coverage models, and pipeline targets across Sales, Partners, Business Development, and Marketing.
• Evaluate market-entry opportunities, TAM analysis, geography-specific GTM strategies, partner motions, and high-impact sales plays.
• Advise leadership on sales compensation structures and prepare performance materials for executive forums, QBRs, and Board meetings.
• Identify and implement AI use cases that improve GTM productivity.

Requirements

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting within 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 and financial modeling skills, including market sizing, TAM/SAM analysis, and market-entry prioritization.
• Deep knowledge of B2B SaaS go-to-market models, segmentation, coverage design, sales compensation, and sales-motion optimization.
• Ability to influence senior stakeholders, synthesize complex analysis, and communicate strategic recommendations clearly.

Nice to have

• Experience in data infrastructure, analytics, or adjacent technology categories.
• Management consulting background 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 time, parental leave, holidays, volunteer days, and a Global Week of Rest.
• RSU stock grants, professional development and training opportunities, and a monthly cell phone stipend.
• Mental health support, team-building activities, and an emphasis on diversity, equity, inclusion, and belonging.