Director of GTM Strategy and Planning (Global)

SonarSource; San Mateo (CA); On-site; USD 300,000 - 500,000; Full time

Benefits offered by this job

401K Plan: Sonar US matches up to 4%

Healthcare premium coverage

Life and disability insurance

Time Off: 25 PTO days plus seniority

Public transport reimbursement

Free parking space

Remote work flexibility 2 days/week

Pet Insurance

Pension: Company contributes

Flexible to work from home 2 days a wk

Health Insurance: 100% premiums for us

Commuting: 60% reimbursement for pass

Job summary

SonarSource is seeking a Director, GTM Strategy & Planning to lead the company’s GTM strategy, coverage model, and market prioritization. You will own quota setting, territory design, and pipeline targets, partnering with Finance to shape the annual plan across regions and segments.

You will collaborate with the CRO, CMO, and senior leaders to advance upmarket expansion and a consultative selling motion, while driving headcount planning and capacity models across the revenue organization.

Qualifications

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

Responsibilities

• Lead GTM Strategy & Planning for Sonar across regions and segments.
• Own GTM strategy, coverage model, quota setting and territory design.
• Partner with Finance to set annual financial plan and headcount.”
• Develop geo-specific GTM strategies and evaluate market entry opportunities.
• Collaborate with CRO, CMO, and other leaders to translate plans into actionable GTM programs.
• Drive annual and in-year headcount planning and share insights with Finance and People.

Skills

GTM strategy

Finance

Executive presence

Team leadership

Market sizing

TAM/SAM analysis

B2B SaaS

Sales compensation design

Segmentation

Quota design

Territory planning

Headcount modeling

Financial modeling

Analytical skills

Job 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
• 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

Benefits

• 401K Plan: Sonar US matches up to 4% of gross salary
• 90% healthcare premium coverage for employees, 60% for dependents
• EAP (Employee Assistance Program) Health Savings Accounts (HSA, FSA, DCFSA). Supplemental coverage is offered by EE’s expense
• Life and disability insurances fully paid by Sonar. Sonar covers 100% of Telemedicine for FTE whom are covered by Sonar medical
• Hospital Indemnity, Accident, Critical Illness
• Pet Insurance
• Time Off: 25 PTO days plus additional days based on seniority and circumstances
• Commuting: Public transport reimbursement of 60% for annual subscription
• Free parking space
• Pension: Sonar UK contributes 50% of the total costs, which amounts to 5% of your gross salary for saving. Employees contribute the other 5%
• Flexibility to work from home 2 days a week on Wednesdays and Fridays
• Health Insurance: Sonar covers 100% of the employee premiums for medical, dental, and EAP (Employee Assistance Program) plans through BUPA
• Time Off: 28 PTO days, plus additional days based on seniority and circumstances
• Commuting: we will reimburse 60% towards the cost of an annual public transport pass

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