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About the Role
Fivetran is seeking a Director, GTM Strategy & Planning to lead the team responsible for critical GTM decisions, including strategy, market prioritization, revenue team segmentation, headcount planning, quota setting, territory design, and pipeline targets. This role is pivotal in aligning the go-to-market strategies of Fivetran and dbt revenue organizations during their integration, building frameworks and plans to create a cohesive, high-performing GTM motion. The position requires strong analytical depth and executive presence to drive alignment on high-stakes decisions and develop the GTM strategy and planning team.
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 strategic planning frameworks, models, and deliverables that enable data-driven decision-making at the executive level.
- Serve as the CRO and sales leadership's primary thought partner on annual planning, mid-year resets, and evolving strategic priorities.
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
- 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
- Director
- 10+ years of experience
- 4+ years of management experience
Salary/Compensations
- $196,411—$294,616 USD
Benefits
- 100% employer-paid medical insurance
- Generous paid time-off policy (PTO)
- Paid sick time
- Inclusive parental leave policy
- Paid holidays
- Global Week of Rest
- Volunteer days off
- RSU stock grants
- Professional development and training opportunities
- Company virtual happy hours
- Free food
- Fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform
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 data infrastructure for moving, transforming, and trusting data.
- Fivetran automates data movement across systems, clouds, engines, and tools.
- dbt Labs pioneered analytics engineering, helping teams transform data into reliable insights.
- The combined company supports thousands of organizations in building a trusted foundation for analytics, AI, and business decisions.
- The company is creating a business with the scale, talent, and technology to help organizations put their data to work with greater speed, confidence, and impact.
- Fivetran is valued at over $5.6 billion.
- Core values: 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.