Director, GTM Strategy, Planning & Analytics

What you'll do:

GTM Strategy, Planning & Operating System

Lead the end-to-end GTM planning system, including annual and quarterly planning, forecasting, target setting, capacity planning, resource allocation, and performance management.
Translate company growth objectives and strategic priorities into aligned GTM targets, resource plans, and execution strategies across functions, segments, regions, and products.
Establish and continuously improve GTM operating rhythms, including planning cycles, forecast reviews, executive business reviews, and performance-management processes.
Develop scalable planning frameworks, governance models, and operating standards that enable GTM teams to adapt to changing business priorities.
Evaluate strategic tradeoffs across GTM investments and develop recommendations regarding capacity, coverage, demand generation, retention, enablement, and other GTM investments.
Partner with Finance and GTM leadership on scenario planning, investment decisions, and resource allocation.

Business Performance, Analytics & Insights

Define performance measurement frameworks that provide consistent visibility into GTM health across the customer lifecycle.
Lead the development of analytics and insights that enable GTM leaders to understand performance, identify risks and opportunities, and make informed business decisions.
Ensure forecasting pipeline funnel retention productivity and other critical GTM performance measures are clearly defined and consistently understood.
Translate complex business performance into clear decision-ready insights and recommendations.
Identify emerging performance trends and develop recommendations to improve near-and medium-term GTM effectiveness.
Establish priorities for GTM analytics based on business impact ensuring analytical resources are focused on highest-value questions.

GTM Data Strategy & Governance

Lead the GTM data strategy governance function establishing priorities for integrity scalability evolution of the GTM data foundation.
Ensure consistent GTM business logic metric definitions dimensions data standards across systems reporting business processes.
Establish governance for GTM data definitions lineage quality usage in partnership with Data Engineering IT Finance stakeholders.
Ensure business requirements are clearly defined aligned before technical development begins.
Oversee prioritization of initiatives make recommendations regarding sequencing dependencies impact tradeoffs.
Ensure data structures governed assets support critical use cases including forecasting pipeline management compensation retention planning performance measurement.
Partner with centralized Data technical organizations ensure requirements inform roadmaps maintaining accountability between ownership execution.
Improve adoption understanding governed assets metrics BI capabilities across GTM.

Compensation Strategy & Analytics

Lead compensation strategy planning partnership with leadership ensuring programs align company objectives priorities targets quotas desired outcomes.
Lead modeling analytics evaluate program effectiveness cost performance behavioral impact.
Establish governance decision frameworks design changes.
Partner leadership quota incentive strategy provide recommendations regarding tradeoffs program design.
Ensure compensation integrated broader capacity target resource financial planning.

Strategic Decision Support & Cross-functional Leadership

Serve as strategic partner to Finance Data IT functional leaders.
Structure complex ambiguous problems bringing together context data financial implications operational considerations.
Develop recommendations regarding priorities investments organizational tradeoffs performance improvement.
Lead cross-functional initiatives from problem definition through recommendation implementation.
Collaborate senior leaders turn company strategy into actionable plans ensure alignment across functions.
Communicate plans performance risks recommendations tradeoffs clearly to senior executive stakeholders.

Leadership & Organizational Development

Lead develop multidisciplinary organization spanning strategy planning analytics data strategy compensation.
Translate functional priorities into clear objectives execution plans measurable outcomes.
Coach managers individual contributors toward outcomes impact increasingly strategic thinking.
Establish clear accountability decision rights across function.
Build cross-functional relationships enable team operate effectively across organizational boundaries.
Continuously evolve team's capabilities processes operating model as business needs change.
Create clarity around priorities ensure organization remains focused highest-impact work.

What you should have:

12+ years experience in GTM strategy business operations revenue operations planning analytics data strategy related functions preferably within B2B SaaS. 5+ years people leadership experience including leading managers senior individual contributors. Proven experience leading planning forecasting target setting capacity planning performance management. Strong understanding of analytics SaaS metrics customer lifecycle performance executive decision support. Experience with data strategy metric governance definitions relationship between business requirements modern ecosystems. Experience with compensation strategy quota planning incentive design analytics related disciplines. Demonstrated ability structure ambiguous problems translate complex information actionable recommendations.