GTM Strategy & Planning Director – Remote

Grafana; United States; Remote; USD 230,000 - 275,000; Full time

Benefits offered by this job

RSUs

Remote work

Job summary

Grafana Labs is seeking a Director, Strategy & Planning to drive GTM growth and planning across Sales, SE, CX, SDR, and Partners. You will build standard reporting, models, and scenarios that guide capacity, pricing, and investments.

This is a hands-on leadership role focused on data-driven decisions and cross-functional collaboration. You will partner with Finance and Analytics to align consumption-based revenue with budgets, influence market strategy, and foster scalable, AI-assisted planning

Qualifications

• 8+ years in GTM strategy and operations
• Strong modeling and analytical skills
• Excellent communication with executive audiences
• Experience owning GTM planning through ARR and headcount growth in SaaS
• Experience in Sales or GTM organizations with familiarity with MEDDPICC/MEDDIC models
• Comfort with ambiguity and ability to set priorities

Responsibilities

• Establish standard reports and tools to analyze performance and drive planning
• Lead annual and long-range GTM planning with targets, hiring plans, territory coverage
• Develop revenue and capacity scenarios across cohorts, regions and usage
• Evaluate strategic opportunities with Sales/Services on market expansion, M&A, pricing
• Master GTM data and its impact on reports and metrics
• Identify gaps and build scalable reporting and planning solutions
• Coordinate with Revenue Ops, Marketing, Finance, Data and GTM leadership
• Create scalable, self-service planning processes to improve consistency

Skills

GTM strategy

GTM operations

Sales planning

Revenue operations

Analytical skills

Executive communication

SaaS experience

Ambiguity tolerance

Critical thinking

Planning leadership

Job description

Grafana Labs is seeking a Director, Strategy & Planning to drive GTM growth and planning across Sales, SE, CX, SDR, and Partners. You will build standard reporting, models, and scenarios that guide capacity, pricing, and investments.

This is a hands-on leadership role focused on data-driven decisions and cross-functional collaboration. You will partner with Finance and Analytics to align consumption-based revenue with budgets, influence market strategy, and foster scalable, AI-assisted planning