Director, GTM Strategy & Planning @Fivetran

Overview

Fivetran is seeking a Director of GTM Strategy & Planning to lead critical go-to-market decisions as the company scales globally. This leadership role will bridge the GTM strategies of Fivetran and dbt Labs, driving alignment across complementary sales teams while building and developing a high-performance strategy team.

Key Responsibilities

• Lead and grow a team of GTM strategy and planning professionals, fostering a high-performance culture.
• Drive the annual GTM planning cycle in partnership with key stakeholders, translating business objectives into actionable plans.
• Oversee headcount planning and revenue organization capacity models.
• Design global quota-setting and territory planning processes.
• Make strategic decisions regarding market segmentation and revenue team structure.
• Manage pipeline models and engage with Finance for revenue growth forecasting.
• Collaborate with Sales, Marketing, and Product to optimize sales plays and buyer targeting.
• Evaluate market entry opportunities and develop region-specific GTM strategies.
• Lead the partner GTM strategy with alliances and channel leadership integration.
• Identify applications of AI to enhance GTM productivity.
• Prepare GTM performance materials for executive forums.
• Advise on sales compensation structure design to influence seller behavior.
• Build frameworks that enable data-driven decision-making at the executive level.

Requirements

• 10+ years of experience in sales or revenue strategy, particularly in a B2B SaaS landscape.
• 4+ years of experience managing and developing teams.
• Expertise in quota design, territory planning, and headcount modeling.
• Strong analytical skills and financial acumen.
• Deep knowledge of B2B SaaS go-to-market models.
• Experience designing sales compensation structures.
• Ability to align GTM post-merger or during organizational changes.
• Proven executive-level operation skills.
• Familiarity with market sizing and prioritization frameworks.
• Excellent communication skills.

Benefits

• 100% employer-paid medical insurance.
• Generous paid time-off policy, including sick time and parental leave.
• RSU stock grants.
• Professional development opportunities.
• Virtual events and team-building activities.
• Monthly cell phone stipend.
• Mental health support platform access for employees and dependents.

Location

Hybrid position with office locations in Oakland, Denver, Austin, or New York.

How to Apply

Please visit Fivetran's careers page for application details.