Global GTM Strategy & Planning Lead

Celonis; Raleigh (NC); On-site; USD 180,000 - 240,000; Full time

Job summary

Celonis is seeking the Global Lead, GTM Strategy and Planning to join the Revenue Operations leadership team. You will be the strategic architect of Celonis' annual and multi-year GTM planning, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to drive growth and performance.

You will design and maintain planning systems, run programs like Global Accounts management and New Logo strategy, and build consensus among senior stakeholders to align

Qualifications

• Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
• Deep expertise in territory planning, segmentation strategy, and account assignment; demonstrated success designing and implementing planning processes
• Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
• Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.); ability to articulate why ratios matter and how they impact p

Responsibilities

• Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability
• Develop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV/ARR growth, and team productivity
• Define and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and recommend adjustments to optimize resource allocation
• Conduct role and organizational design analysis; think through optimal coverage models, account assignments, and team structures to drive business outcomes
• Build and maintain planning systems and frameworks; ensure consistency and rigor in how we approach planning, modeling, and decision-making
• Develop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and help them understand implications of different strategic choices
• Coordinate cross-functional stakeholder alignment on the plan; facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility
• Communicate the plan cascading priorities, resource allocation, and expected outcomes to the broader organization
• Lead GTM strategy initiatives and programs throughout the year, such as: Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, channel and partner strategy
• Develop and maintain critical business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections
• Conduct periodic reviews of plan performance; identify what's working, what isn't, and inform next iteration of planning
• Serve as a strategic advisor to Revenue Operations and business leadership on GTM strategy, resource allocation, and organizational design decisions
• Drive process improvements and modernization in how we approach planning, using data, technology, and best practices to increase effectiveness

Job description

Celonis is seeking the Global Lead, GTM Strategy and Planning to join the Revenue Operations leadership team. You will be the strategic architect of Celonis' annual and multi-year GTM planning, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to drive growth and performance.

You will design and maintain planning systems, run programs like Global Accounts management and New Logo strategy, and build consensus among senior stakeholders to align