Director Strategy & Planning

Grafana; United States; Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

Vacation 30 days

Healthcare coverage

Pension contributions

Learning stipend

Remote work

Headspace access

Employee Assistance Program

Parental leave

Job summary

Grafana seeks a Director, Strategy & Planning to lead GTM planning and revenue forecasting in a fully remote role. You will own the planning agenda, develop scalable self-service processes, and align capacity with growth across global regions.

The ideal candidate has 8+ years in GTM strategy, strong analytics, and executive communication skills, with experience in AI-enabled forecasting. Join a team that values data-driven decision making, cross-functional collaboration, and scalable reporting.

Qualifications

• 8+ years in GTM strategy and operations or related analytical field; leadership of planning functions
• Experience in Sales or GTM with familiar methodologies and models
• Strong modeling, segmentation, and workforce planning skills
• Excellent communication to executive audiences and stakeholders
• Experience applying AI or predictive analytics to GTM planning

Responsibilities

• Define growth strategies and data-driven GTM planning across Sales, SE, CX, SDR, and Partners
• Establish standard reports and tools to analyze business performance and drive planning
• Lead annual and long-range GTM planning with revenue targets and hiring plans
• Develop revenue and capacity scenarios across cohorts, segments and regions
• Advise leadership on market segmentation, pricing scenarios, and territory strategy

Skills

GTM strategy

Planning leadership

Analytics & modeling

Executive communication

Open source experience

AI-enabled planning

GTM leadership

Cross-functional collaboration

Tools

Grafana

Tableau

Salesforce CPQ

Zuora

Marketo

Outreach

Clari

People.ai

SQL

Job description

• Grafana’s GTM organization is looking for a Director, Strategy & Planning. Reporting to our VP of Revenue Operations, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and set the standard for data- driven decision making in GTM. Success in this role requires deep experience with consumption-based SaaS
• You’ll understand how customer adoption and usage translate into revenue over time, and use that understanding to guide GTM capacity, productivity, and investment decisions across Sales, SE, CX, SDR, and Partners. This is a hands‑on leadership role with ownership of the planning agenda and the models behind it
• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team
• Lead annual and long‑range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions
• Develop revenue and capacity scenarios that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions
• Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives; New market evaluation, M&A integration, vertical planning, pricing, etc
• Become an expert in how our GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports
• Identify operational gaps in our reporting capabilities and/or inefficiencies in the planning process. Work with Analytics and Business Systems teams to build scalable solutions
• Help create the connective tissue across our internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership
• Build scalable, self‑service planning processes that improve consistency and reduce manual coordination across teams
• Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs
• Partner with Finance to align consumption‑based revenue scenarios with workforce budgets and financial targets, reviewing performance and recommending adjustments as usage trends change
• Set priorities for the planning function and lead cross‑functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure
• Identify and implement AI‑assisted approaches to consumption analysis, scenario development, and recurring reporting, partnering with data to validate results and improve planning efficiency

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on‑demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co‑working space
• Choice of tech: There’s no one‑size‑fits‑all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption

• 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross‑functional programsExperience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models ( rep productivity, rep capacity, campaign influence, and quota modeling)High comfort with ambiguity.
• You identify the right priorities and put in the hard work without need for external motivation
• Strong modeling and analytical skills – comfort with complex segmentation analysis and workforce planning
• Demonstrated track record of strategic thinking and analysis—seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
• You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals
• Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity, including evolving capacity models, coverage strategies, and planning processes as the organization expands
• Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
• Previous experience in open source
• Experience with Grafana, Tableau or other analysis/BI tools
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools
• Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai)
• Experience applying generative AI, predictive analytics, or AI‑enabled automation to improve GTM planning, forecasting, and reporting, with sound judgment in validating outputs and underlying assumptions
• Familiarity with SQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN)