Senior Director, GTM Strategy & Planning

Fivetran, Inc.; New York (NY); Hybrid; USD 181,016 - 226,270; Full time

Benefits offered by this job

Medical insurance

Paid time off

Professional development

Team events

Phone stipend

Mental health resources

Job summary

Fivetran is seeking a Director of GTM Strategy & Planning to lead the team responsible for our most consequential GTM decisions. You and your team will own GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting and territory design, and pipeline targets.

You will partner with Finance, Analytics and sales leadership to align on annual financial plans and evolving strategic priorities.

Qualifications

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in a B2B SaaS or enterprise technology environment.
• 4+ years of experience managing and developing a team, with a track record of building high‑functioning strategy functions.
• Experience owning quota design, territory planning, and headcount modeling at scale.

Responsibilities

• Lead, develop, and grow a team of GTM strategy and planning professionals, fostering a high‑performance culture grounded in Fivetran's core values.
• Own the annual and in‑year headcount planning process for the revenue organization, translating priorities into capacity models.
• Design and execute global quota‑setting and territory planning, ensuring equitable opportunity distribution and revenue growth.
• Partner with Sales, Marketing, and Product to identify high‑impact plays and optimize buyer targeting.

Skills

GTM strategy

Revenue planning

Headcount modeling

Quota design

Executive presence

Financial acumen

Job description

Fivetran is seeking a Director of GTM Strategy & Planning to lead the team responsible for our most consequential GTM decisions. You and your team will own GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting and territory design, and pipeline targets.

You will partner with Finance, Analytics and sales leadership to align on annual financial plans and evolving strategic priorities.