Director, GTM Strategy & Planning - Remote

Grafana; Northern (KY); Remote; USD 230,000 - 275,000; Full time

Benefits offered by this job

RSUs

100% Remote

Global culture

Job summary

Grafana Labs seeks a Director of Strategy & Planning to lead GTM strategy and planning. You will drive data-driven decisions, build scalable planning processes, and align revenue with workforce plans across Sales, SE, CX, SDR, and Partners.

This is a senior, hands-on leadership role in a remote, globally distributed team. The role emphasizes consumption-based SaaS expertise, cross-functional collaboration, and AI-assisted approaches to forecasting and reporting.

Qualifications

• 8+ years in GTM strategy and operations, sales planning or related analytics.
• Strong modeling and analytical skills with segmentation planning.
• Excellent communication with executive audiences to explain data-driven recommendations.
• Experience owning GTM planning through ARR and headcount growth at a SaaS company.
• Familiarity with MEDDPICC or MEDDIC and related models.
• Comfort with ambiguity and prioritization in dynamic environments.
• Experience applying AI/automation to improve planning and forecasting.

Responsibilities

• Establish standard reports and tools to analyze business performance and drive GTM planning.
• Lead annual and long-range GTM planning, aligning revenue targets with hiring plans.
• Develop revenue and capacity scenarios accounting for usage, adoption, and cohort changes.
• Evaluate strategic opportunities, including market expansion, pricing, and vertical planning.
• Become the expert on GTM data and its impact on metrics and reports.
• Identify gaps in reporting and build scalable, self-service planning processes.
• Advise leadership on segmentation, capacity, and territory strategy with clear tradeoffs.
• Collaborate with Finance to align consumption-based revenue with budgets and targets.
• Set priorities and lead cross-functional initiatives to close gaps in reporting infrastructure.

Skills

GTM strategy

Revenue operations

Planning & forecasting

Strategic thinking

Executive communication

SaaS experience

Data modeling

Ambiguity tolerance

Tools

Salesforce CPQ

Tableau

Grafana

SQL

Marketo/Outreach

Job description

Grafana Labs seeks a Director of Strategy & Planning to lead GTM strategy and planning. You will drive data-driven decisions, build scalable planning processes, and align revenue with workforce plans across Sales, SE, CX, SDR, and Partners.

This is a senior, hands-on leadership role in a remote, globally distributed team. The role emphasizes consumption-based SaaS expertise, cross-functional collaboration, and AI-assisted approaches to forecasting and reporting.