Director+

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Fivetran automates data movement across systems, clouds, engines, and tools, while dbt Labs pioneered analytics engineering. Together, they support thousands of organizations building a trusted foundation for analytics, AI, and better business decisions.

Fivetran is building data pipelines to power the modern data stack. As the Director, GTM Strategy & Planning, you will lead the team responsible for Fivetran's most consequential GTM decisions, including GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, territory design, and pipeline targets. You will partner closely with the CRO, CMO, GTM Strategy & Operations leadership, Finance, Analytics, and sales leadership. A defining opportunity is aligning the GTM 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 the annual and in-year headcount planning process for the revenue organization.
• Design and execute the global quota-setting and territory planning process, including book-of-business cuts.
• 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 using TAM analysis.
• 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.
• Partner with field operations to lead preparation of GTM performance materials for QBRs and Board meetings.
• Advise revenue, Finance, and HR leadership on sales compensation structure design.
• Build strategic planning frameworks, models, and deliverables 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 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.

• Experience in data infrastructure, analytics, or adjacent technology categories.
• Background in management consulting (McKinsey, Bain, BCG, or equivalent).
• Experience scaling a GTM strategy function through rapid organizational growth.

Pay Range: $186,590—$279,885 USD. Benefits include 100% employer-paid medical insurance, generous paid time off including paid vacation or flexible/unlimited vacation, paid sick time, inclusive parental leave, paid holidays including a year-end Global Week of Rest, volunteer days off, RSU stock grants, professional development and training opportunities, company virtual happy hours, free food, team-building activities, monthly cell phone stipend, and access to an innovative mental health support platform.

Apply via the Fivetran careers page for this role.