Global GTM Strategy & Planning Director

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

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.