Global GTM Strategy & Planning Architect

Sonar; Austin (TX); On-site; USD 180,000 - 260,000; Full time

Job summary

Sonar seeks a Director of GTM Strategy & Planning to own strategy, coverage, quota design, headcount planning, and annual financial planning across regions. You will partner with Finance, CRO, CMO and field leaders to drive scalable GTM motion and a path to higher-value enterprise opportunities.

Responsibilities include global quota modeling, segmentation decisions, and geo expansions; you’ll also shape partner strategies and craft executive-ready performance materials for quarterly business

Qualifications

• 10+ years in GTM strategy and finance in B2B SaaS or enterprise tech.
• Experience building and leading a high-functioning strategy team.
• Strong analytical skills and financial acumen; able to test models.
• Own segmentation, quota design, territory planning, and headcount modeling at scale.
• Deep knowledge of B2B SaaS GTM models and market sizing.
• Proven ability to operate at executive level and align senior stakeholders.
• Clear, concise communicator who translates data into strategy.
• Experience designing or advising on sales compensation structures.

Responsibilities

• Drive annual and ongoing GTM planning with leadership and Finance.
• Own headcount planning for the revenue org in partnership with Finance and People.
• Design and run global quota-setting and territory planning to balance territories.
• Shape strategic decisions on segmentation, revenue team structure, and coverage.
• Own pipeline targets across GTM teams and align with top-down forecasts.
• Develop geo-specific GTM strategies and assess market entry opportunities.
• Form partner GTM strategy with alliances and channel leadership.
• Prepare GTM performance materials for executive reviews and boards.
• Collaborate with sales compensation to align incentives with plan mechanics.

Skills

GTM strategy

Financial modeling

Quota design

Headcount planning

Segmentation

Territory design

Executive communication

Forecasting

Job description

Sonar seeks a Director of GTM Strategy & Planning to own strategy, coverage, quota design, headcount planning, and annual financial planning across regions. You will partner with Finance, CRO, CMO and field leaders to drive scalable GTM motion and a path to higher-value enterprise opportunities.

Responsibilities include global quota modeling, segmentation decisions, and geo expansions; you’ll also shape partner strategies and craft executive-ready performance materials for quarterly business