GTM Strategy & Planning Leader: Quotas & Territories

Fivetran; Denver (CO); Hybrid; USD 141,000 - 176,000; Full time

Benefits offered by this job

100% employer-paid medical insurance

Generous PTO/vacation policy

RSU stock grants

Professional development

Monthly cell phone stipend

Mental health support platform

Job summary

Fivetran is hiring a GTM Strategy & Planning Manager to support go-to-market planning across Commercial, Enterprise, and overlay sales teams. This individual-contributor role sits in GTM Strategy & Operations, helping set quotas, design territories, and plan headcount to align the sales organization with revenue targets.

This full-time role is based in multiple offices (Oakland, Denver, New York, Austin) with a hybrid model that includes two in-office days weekly for teamwork and alignment.

Qualifications

• 4 to 7 years in sales strategy, sales planning, revenue operations, or a comparable analytical GTM role, ideally with exposure to quota-setting and territory design.
• Strong organizational and program management skills.
• Solid quantitative modeling skills; able to build capacity, quota, and territory models from data.

Responsibilities

• Support annual and quarterly sales quota-setting across the Commercial, Enterprise, and overlay segments, contributing to the top-down/bottoms-up reconciliation across AMER, EMEA, and APAC
• Help apply and maintain the framework and methodology for designing territories that are balanced, distributing opportunity equitably and supporting coverage targets
• Partner with Field Operations team to segment and assign the installed base across the business on a quarterly / semi-annual cadence
• Contribute to headcount planning in partnership with Sales leadership, Field Operations, and Finance, helping tie ramp assumptions and capacity to the revenue plan
• Support development of sales strategy with our Field Operations team: segmentation, coverage model, and go-to-market motion recommendations grounded in pipeline and productivity analysis
• Help design experiments to test current GTM strategy and use the results to inform broader GTM transformations
• Produce recurring capacity, attainment, and productivity analyses that inform in-year adjustments to territories and headcount
• Contribute to top-down revenue and churn forecasts to help the business adapt to changing market conditions
• Partner with other GTM Strategy & Planning teammates to ensure pipeline targets align with the business strategy and goals

Skills

Sales strategy

Sales planning

Revenue operations

Quantitative modeling

SQL

Salesforce

Stakeholder influence

Program management

Tools

SQL

Salesforce

Job description

Fivetran is hiring a GTM Strategy & Planning Manager to support go-to-market planning across Commercial, Enterprise, and overlay sales teams. This individual-contributor role sits in GTM Strategy & Operations, helping set quotas, design territories, and plan headcount to align the sales organization with revenue targets.

This full-time role is based in multiple offices (Oakland, Denver, New York, Austin) with a hybrid model that includes two in-office days weekly for teamwork and alignment.