Director, GTM Strategy & Planning

Fivetran is building data pipelines to power the modern data stack for thousands of companies. We are looking for a Director, GTM Strategy & Planning to lead the team responsible for Fivetran's most consequential GTM decisions. This role will own GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting and territory design, and pipeline targets. You will partner with the CRO, CMO, GTM Strategy & Operations leadership, Finance, Analytics and sales leadership.

• 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 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
• Partner with Sales, Marketing, and Product to identify and prioritize high-impact sales plays
• Evaluate market entry opportunities and develop geography-specific GTM strategies
• Develop and maintain the partner GTM strategy
• Identify where AI can materially improve GTM productivity
• Partner with field operations to lead preparation of GTM performance materials for executive forums
• Advise revenue, Finance, and HR leadership on sales compensation structure design

• 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
• 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 frameworks
• Clear, concise communicator

Oakland Pay Range: $196,411—$294,616 USD

• 100% employer-paid medical insurance
• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays (including a year end Global Week of Rest), 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