Director, GTM Strategy and Planning, Global

SonarSource; San Mateo (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Relocation assistance

In-office collaboration days

Job summary

SonarSource is seeking a Director, GTM Strategy & Planning to lead the company’s go-to-market strategy, coverage models, and quota design across regions and segments. You will partner with the CRO, CMO, and finance to set annual plans and ensure alignment with revenue targets.

In this role you will own headcount planning, territory design, and pipeline targets, while shaping geo strategies and partner GTM programs to drive scalable growth in a fast-paced, enterprise SaaS environment.

Qualifications

• 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology environment.
• Experience managing and developing a team, with a track record of building high-functioning strategy functions.
• Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models.
• Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale.
• Deep knowledge of B2B SaaS go-to-market models, including segmentation models and sales motion optimization.
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization.

Responsibilities

• Drive the annual and ongoing GTM planning cycle in partnership with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance, translating company plan into an integrated revenue plan.
• Own annual and in-year headcount planning for the revenue organization, translating priorities into capacity models.
• Design and run global quota-setting and territory planning processes to balance territories and drive sales productivity.
• Drive strategic decisions across revenue organization—customer segmentation, revenue team structure, and coverage model design.
• Own bottom-up pipeline model and targets across GTM teams and partner with Finance on top-down forecast model.
• Develop geo-specific GTM strategies and evaluate market entry opportunities using TAM analysis for expansion geos.

Skills

GTM Strategy

Finance

Team Leadership

SaaS go-to-market

Segmentation

Quota design

Territory planning

Executive collaboration

Job description

Who is Sonar?

Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable.

Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.

We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow,Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like:

• SonarQube: The world's leading AI code review and verification platform.
• SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair.
• SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective.

Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE:

• Committed to our customers and community.
• Obsessed with quality.
• Deliberate in our decisions.
• Effective as one team.

With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you're hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you.

Position description

We're looking for a Director, GTM Strategy & Planning to lead Sonar's GTM Strategy and Planning. This role will own GTM strategy and coverage model, market prioritization, segmentation, headcount planning, comp design principles, quota setting and territory design, and pipeline targets. You'll also be a key partner to Finance in setting our annual financial plan across all regions and segments.

This role is critical in defining Sonar's GTM motion scales across existing velocity motion and how we move upmarket in enterprise with a consultative selling motion. This role will partner closely with the CRO, CMO, Post-sales leadership, Geo Sales Leadership, GTM Strategy & Revenue Operations and Finance. This role requires both the analytical approach to build frameworks and modeling and executive presence and partnership mindset to work with key stakeholders across GTM organization and beyond.

What You'll Do

• Drive the annual and ongoing GTM planning cycle in partnership with the CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance, translation company plan into a GTM integrated operational plan across the revenue organization and holding the process accountable to key milestones and decisions
• Own annual and in-year headcount planning for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models
• Design and run the global quota-setting and territory planning process, balancing equitable territories to drive sales productivity
• Drive key strategic decisions across the revenue organization - customer segmentation, revenue team structure, and coverage model design
• Own the bottom-up pipeline model and targets across all GTM teams (Sales, Partners, Business Development, Marketing) and partner with Finance on the top-down forecast model
• Develop geo specific GTM strategies and evaluate market entry opportunities, using TAM and feasibility analysis to prioritize expansion geos
• Develop the partner GTM strategy with alliances and channel leadership, ensuring the partner motion and its targets are integrated with the broader GTM plan
• Partner with sales leadership and field operations leaders to prepare GTM performance materials for executive forums, including QBRs and Board meetings
• Work with sales compensation team to provide inputs into sales compensation design and drive analysis of how plan mechanics drive sales behaviors

Experience and Qualifications

The ideal candidate will:

• 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology environment
• Experience managing and developing a team, with a track record of building high-functioning strategy functions
• Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating the output into clear strategic direction
• Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale
• Deep knowledge of B2B SaaS go-to-market models, including segmentation models, coverage design, and sales motion optimization, across different segments and sales motions
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization
• Proven ability to operate at the executive level and managing and driving alignment across senior stakeholders
• Clear, concise communicator who can present rigorous work simply and credibly to a broad audience
• Experience designing or advising on sales compensation structures, with a clear understanding of how incentive mechanics drive behavior

In-office culture

We're intentional about this. We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create the collaboration rhythm that makes a hub office worth having.

Candidates need to be genuinely based in the location the role is posted - if that's not where you are today, we're happy to support relocation for the right person.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at [e-mail].

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.

Applications that are submitted through agencies or third party recruiters will not be considered.