Director, GTM Strategy & Planning

Fivetran is a data integration company that automates data movement across systems, clouds, and tools. The company is merging with dbt Labs to create a combined data infrastructure organization. This role is for a Director of GTM Strategy & Planning to lead the team responsible for Fivetran's most consequential GTM decisions, including strategy, coverage model, market prioritization, segmentation, headcount planning, comp design, quota setting, territory design, and pipeline targets. The role will partner with CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership to align the go-to-market strategies of the combined Fivetran and dbt revenue organizations.

• Lead, develop, and grow a team of GTM strategy and planning professionals.
• Drive the annual and ongoing GTM planning cycle in partnership with CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance.
• Own annual and in-year headcount planning for the revenue organization.
• Design and execute global quota-setting and territory planning, including book-of-business cuts.
• Drive strategic decisions on market segmentation, revenue team structure, and coverage model design.
• Own the bottom-up pipeline model and targets across all GTM teams.
• Partner with Sales, Marketing, and Product to prioritize high-impact sales plays.
• Evaluate market entry opportunities and develop geography-specific GTM strategies.
• Develop and maintain partner GTM strategy.
• Identify where AI can improve GTM productivity and lead cross-functional efforts.
• Prepare GTM performance materials for executive forums like QBRs and Board meetings.
• Advise on sales compensation structure design.
• Build strategic planning frameworks and models for executive decision-making.

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in B2B SaaS or enterprise technology.
• 4+ years managing and developing a team.
• Demonstrated experience owning quota design, territory planning, and headcount modeling at scale.
• Strong analytical skills and financial acumen.
• Deep knowledge of B2B SaaS go-to-market models in a consumption-based business.
• Experience advising on or designing sales compensation structures.
• Experience leading GTM alignment across merged, acquired, or rapidly reorganized sales organizations.
• Proven ability to operate at the executive level.
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization.
• Clear, concise communicator.

Compensation: Denver Pay Range $186,590—$279,885 USD.

Benefits: 100% employer-paid medical insurance, generous PTO, paid sick time, inclusive parental leave, holidays, RSU stock grants, professional development, cell phone stipend, mental health support platform.