Director, GTM Strategy & Planning

Fivetran, a data integration company recently combined with dbt Labs, is hiring a Director, GTM Strategy & Planning to lead the team responsible for the company's most consequential go-to-market decisions. This role owns GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting, territory design, and pipeline targets. It partners closely with the CRO, CMO, GTM Strategy & Operations, Finance, Analytics, and sales leadership, and will help align the GTM strategies of the combined Fivetran and dbt revenue organizations.

Key responsibilities include leading a team of GTM strategy professionals, driving the annual GTM planning cycle, owning headcount planning, designing quota and territory processes, developing partner GTM strategy, identifying AI use cases for GTM productivity, and preparing executive performance materials. The role requires 10+ years of experience in sales/revenue/GTM strategy or management consulting in B2B SaaS, 4+ years managing a team, and demonstrated experience with quota design, territory planning, and headcount modeling at scale. Strong analytical and financial acumen, deep knowledge of B2B SaaS GTM models, and experience with sales compensation design are essential.

This is a full-time, hybrid position based out of Oakland, Denver, Austin, or New York, with two days in the office per week. The pay range is $186,590—$279,885 USD. Benefits include 100% employer-paid medical insurance, RSU stock grants, a monthly cell phone stipend, and access to a mental health support platform.