Head of GTM Strategy and Planning

Celonis; München; On-site; EUR 120,000 - 170,000; Full time

Job summary

Celonis is seeking a strategic leader to own the integrated GTM planning process, coordinating across Sales, Marketing, Value Engineering, Services, and Finance. You will design territory structures, segmentation, and resource allocation to balance growth with sustainable profitability, while driving consensus among senior stakeholders.

Responsible for leading programs like Global Accounts, New Logo strategy, and organizational design initiatives, you will shape the plan and ensure effective

Qualifications

• Significant experience in SaaS or AI tech companies focusing on GTM strategy or revenue operations.
• Proven ability to design and implement territory planning and segmentation.
• Experience optimizing GTM ratios and organizational structure for growth.

Responsibilities

• Lead annual GTM planning across multiple functions to balance growth and profitability.
• Develop territory and segment strategies to maximize pipeline and ARR growth.
• Define GTM ratios and analyze performance for optimal resource allocation.
• Coordinate cross-functional stakeholder alignment and drive plan execution.
• Build and maintain planning systems, models, and dashboards to inform decisions.

Skills

GTM strategy

Territory planning

Segmentation strategy

Resource allocation

Job description

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model - which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.

The Team:

The Global Lead, GTM Strategy and Planning will work as part of the Revenue Operations leadership team, reporting to the SVP Revenue Operations. This role is the strategic architect of Celonis' annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable go-to-market strategy. This person is responsible for ensuring our GTM investments, resource allocation, and organizational structure are optimized to drive sustainable growth and performance.

The Role:

This role owns the design and execution of our integrated GTM planning processes. You will lead comprehensive territory planning, segmentation strategy, role definition, and resource allocation exercises that balance growth objectives with sustainable unit economics. You will be the custodian of our GTM ratios and thought leader on how we structure our go-to-market. You will design and maintain the planning systems and frameworks we use to make decisions, while also being comfortable working offline and with custom modeling to stress-test plans and guide strategic decisions. You will coordinate senior stakeholders across the business to build consensus around the plan and drive alignment on priorities, resource allocation, and GTM strategy. Beyond planning, you will run critical programs and projects throughout the year that ladder up to the plan-such as Global Accounts management, New Logo strategy, and organizational design initiatives.

The work you'll do:

• Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability
• Develop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV/ARR growth, and team productivity
• Define and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and recommend adjustments to optimize resource allocation
• Conduct role and organizational design analysis; think through optimal coverage models, account assignments, and team structures to drive business outcomes
• Build and maintain planning systems and frameworks; ensure consistency and rigor in how we approach planning, modeling, and decision-making
• Develop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and help them understand implications of different strategic choices
• Coordinate cross-functional stakeholder alignment on the plan; facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility
• Communicate the plan cascading priorities, resource allocation, and expected outcomes to the broader organization
• Lead GTM strategy initiatives and programs throughout the year, such as: Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, channel and partner strategy
• Develop and maintain critical business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections
• Conduct periodic reviews of plan performance; identify what's working, what isn't, and inform next iteration of planning
• Serve as a strategic advisor to Revenue Operations and business leadership on GTM strategy, resource allocation, and organizational design decisions
• Drive process improvements and modernization in how we approach planning, using data, technology, and best practices to increase effectiveness

The qualifications you need:

• Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
• Deep expertise in territory planning, segmentation strategy, and account assignment; demonstrated success designing and implementing planning processes
• Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
• Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.); ability to articulate why ratios matter and how they impact p