GTM Strategy & Revenue Planning Director

Sonar; San Mateo (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Sonar in San Mateo, CA seeks a Director of GTM Strategy & Planning to own strategy, coverage, quota setting, and territory design across all regions. You will partner with Finance, CRO, CMO and Revenue Ops to shape the annual plan and drive performance.

This role requires 10+ years in B2B SaaS GTM, strong analytical modeling, executive communication, and leadership of a strategy team. Relocation support is available; in-office culture emphasizes regular presence on anchor days.

Qualifications

• 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology environment.
• Proven leadership of a team, with a track record of building high-functioning strategy functions.
• Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating the output into clear strategic direction.
• Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale.
• Deep knowledge of B2B SaaS go-to-market models, including segmentation models, coverage design, and sales-motion optimization, across different segments and sales motions.
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization.
• Proven ability to operate at the executive level and managing and driving alignment across senior stakeholders.
• Clear, concise communicator who can present rigorous work simply and credibly to a broad audience.
• Experience designing or advising on sales compensation structures, with a clear understanding of how incentive mechanics drive behavior.

Responsibilities

• Drive the annual and ongoing GTM planning cycle in partnership with the CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance, translating company plan into a GTM integrated operational plan across the revenue organization and holding the process accountable to milestones.
• Own annual and in-year headcount planning for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models.
• Design and run the global quota-setting and territory planning process, balancing equitable territories to drive sales productivity.
• Drive key strategic decisions across the revenue organization - customer segmentation, revenue team structure, and coverage model design.
• Own the bottom-up pipeline model and targets across all GTM teams (Sales, Partners, Business Development, Marketing) and partner with Finance on the top-down forecast model.
• Develop geo specific GTM strategies and evaluate market entry opportunities, using TAM and feasibility analysis to prioritize expansion geos.
• Develop the partner GTM strategy with alliances and channel leadership, ensuring the partner motion and its targets are integrated with the broader GTM plan.
• Partner with sales leadership and field operations leaders to prepare GTM performance materials for executive forums, including QBRs and Board meetings.
• Work with sales compensation team to provide inputs into sales compensation design and drive analysis of how plan mechanics drive sales behaviors.

Skills

GTM strategy

Finance acumen

Leadership

Segmentation

Quota design

Territory planning

Executive communication

Tools

Excel

Job description

Sonar in San Mateo, CA seeks a Director of GTM Strategy & Planning to own strategy, coverage, quota setting, and territory design across all regions. You will partner with Finance, CRO, CMO and Revenue Ops to shape the annual plan and drive performance.

This role requires 10+ years in B2B SaaS GTM, strong analytical modeling, executive communication, and leadership of a strategy team. Relocation support is available; in-office culture emphasizes regular presence on anchor days.