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About the Role

Fivetran is seeking a Director, GTM Strategy & Planning to lead the team responsible for critical GTM decisions. This role will own GTM strategy, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, territory design, and pipeline targets. A key aspect of this role is aligning the go-to-market strategies of the combined Fivetran and dbt revenue organizations.

Responsibilities

Lead, develop, and grow a team of GTM strategy and planning professionals, fostering a high-performance culture.
Drive the annual and ongoing GTM planning cycle in partnership with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance.
Own the annual and in-year headcount planning process for the revenue organization.
Design and execute the global quota-setting and territory planning process.
Drive key strategic decisions across the revenue organization, including market segmentation, revenue team structure, and coverage model design.
Own the bottom-up pipeline model and targets across all GTM teams and partner with Finance on a top-down analytical forecast model.
Partner with Sales, Marketing, and Product to identify and prioritize high-impact sales plays and optimize persona targeting.
Evaluate market entry opportunities and develop geography-specific GTM strategies.
Develop and maintain the partner GTM strategy in collaboration with alliances and channel leadership.
Identify where AI can materially improve GTM productivity and lead cross-functional efforts to prioritize and implement use cases.
Partner with field operations to lead the preparation of GTM performance materials for key executive forums.
Advise revenue, Finance, and HR leadership on sales compensation structure design.
Build the strategic planning frameworks, models, and deliverables that enable data-driven decision-making at the executive level.

Requirements

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.
Demonstrated experience owning quota design, territory planning, and headcount modeling at scale.
Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating outputs into clear strategic direction.
Deep knowledge of B2B SaaS go-to-market models in a consumption-based business, including segmentation frameworks, coverage design, and sales motion optimization.
Experience advising on or designing sales compensation structures with an understanding of how incentive mechanics drive behavior.
Experience leading GTM alignment across merged, acquired, or rapidly reorganized sales organizations.
Proven ability to operate at the executive level — synthesizing complexity, influencing without authority, and driving alignment among senior stakeholders.
Experience with market sizing, TAM/SAM analysis, and market entry prioritization frameworks.
Clear, concise communicator who can present rigorous work simply and credibly to a broad audience.

Skills

Sales strategy
Revenue strategy
GTM strategy
Management consulting
B2B SaaS
Enterprise technology
Team management
Quota design
Territory planning
Headcount modeling
Analytical skills
Financial acumen
Complex modeling
Strategic direction
B2B SaaS go-to-market models
Consumption-based business
Segmentation frameworks
Coverage design
Sales motion optimization
Sales compensation structures
Incentive mechanics
GTM alignment
Executive presence
Market sizing
TAM/SAM analysis
Market entry prioritization
Communication
Data infrastructure
Analytics
AI

Location

Oakland
Denver
Austin
New York

Work Type

Full-time
Hybrid

Experience Level

10+ years of experience
4+ years of experience managing and developing a team

Salary/Compensations

$181,016—$226,270 USD

Benefits

100% employer-paid medical insurance
Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off
RSU stock grants
Professional development and training opportunities
Company virtual happy hours, free food, and fun team-building activities
Monthly cell phone stipend
Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

About the Company

Fivetran's mission is to make access to data as simple and reliable as electricity.
Fivetran and dbt Labs are combining to create a leading data infrastructure company.
Together, they deliver the data infrastructure layer for organizations to move, transform, and trust their data.
Fivetran automates data movement across systems, clouds, engines, and tools.
dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights.
The combined company supports thousands of organizations in building a trusted foundation for analytics, AI, and business decisions.
Fivetran is creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.
Fivetran's core values are Get Stuck In, Do the Right Thing, and One Team, One Dream.
Fivetran values and recognizes that customers benefit from innovative teams made of people from many backgrounds, experiences, and identities.
Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce.

Equal Opportunity

We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process.
If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please submit your request by filling out this form.
We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience.
Your request and any information provided will be kept confidential and will not impact your candidacy.