Director, GTM Strategy & Planning — Remote

Remote; San Francisco (CA); Remote; USD 230,000 - 275,000; Full time

Job summary

Grafana Labs is seeking a Director of Strategy & Planning to define growth strategies and set data-driven GTM standards. You will own the planning agenda and models, guiding decisions across Sales, SE, CX, SDR, and Partners in a fully remote environment.

You will lead cross-functional planning, develop scenarios, and partner with Finance to align revenue with budgets. This role requires strong analytical and communication skills and strategic thinking.

Qualifications

• 8+ years in GTM strategy and operations, sales planning, revenue operations, or related analytical field.
• Strong modeling and analytical skills with segmentation and workforce planning.
• Excellent communication with executive audiences.
• Experience leading GTM planning with ARR and headcount growth at a SaaS company.

Responsibilities

• Establish standard reports and tools to analyze business performance and drive planning with GTM Ops.
• Lead annual and long-range GTM planning with hiring plans and territory coverage.
• Develop revenue and capacity scenarios accounting for usage, adoption, and cohorts.
• Evaluate strategic opportunities with sales, services, and regional leaders.
• Become expert in GTM data capture and its impact on reports and metrics.
• Identify gaps in reporting and planning; build scalable solutions with Analytics teams.
• Foster connective tissue across Revenue Ops, Marketing, Finance, Data, and GTM leadership.
• Build scalable, self-service planning processes to improve consistency.
• Advise leadership on market segmentation, pricing scenarios, and territory strategy.
• Align consumption-based revenue scenarios with workforce budgets and targets.

Job description

Grafana Labs is seeking a Director of Strategy & Planning to define growth strategies and set data-driven GTM standards. You will own the planning agenda and models, guiding decisions across Sales, SE, CX, SDR, and Partners in a fully remote environment.

You will lead cross-functional planning, develop scenarios, and partner with Finance to align revenue with budgets. This role requires strong analytical and communication skills and strategic thinking.