Director, GTM Strategy & Revenue Planning

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

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.