Director, GTM Strategy & Planning at Fivetran | Denver, CO | $169K/yr – $211K/yr

Fivetran

Director, GTM Strategy & Planning

Denver, CO (Hybrid)

$169K/yr – $211K/yrDirector/ExecutiveFull time

Posted 4 weeks ago

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Job Summary

Own the revenue strategy function with a focus on GTM planning, quota design, and data-driven decision making across Sales, Marketing, and Partners.

Lead a global GTM strategy team and manage the annual planning cycle with executives.
Own pipeline modeling and integrated forecasting with Finance for revenue growth.
Shape headcount, territory design, and quota processes to maximize growth and equity.

Job Description

Lead, develop, and grow a team of GTM strategy and planning professionals, fostering a high-performance culture grounded in Fivetran's core values
Drive the annual and ongoing GTM planning cycle in close partnership with the CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance — translating business objectives into an integrated plan across the revenue organization and holding the process accountable to key milestones and decisions
Own the annual and in-year headcount planning process for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models
Design and execute the global quota-setting and territory planning process, including book-of-business cuts for existing customer and expansion segments, with a commitment to equitable opportunity distribution and revenue maximization
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 (Sales, Partners, Business Development, Marketing) and partner with Finance on a top-down analytical forecast model — together providing an integrated view of revenue growth potential
Partner with Sales, Marketing, and Product to identify and prioritize high-impact sales plays and optimize persona targeting, ensuring the revenue team is focused on the highest-value buyer profiles and translating strategic insights into actionable revenue motions
Evaluate market entry opportunities and develop geography-specific GTM strategies — using TAM analysis and feasibility frameworks to prioritize expansion and adapting approaches for local market dynamics, competitive landscape, and go-to-market maturity
Develop and maintain the partner GTM strategy in collaboration with alliances and channel leadership, ensuring the partner motion — and the marketing plan and targets — are integrated with the broader GTM plan
Identify where AI can materially improve GTM productivity and lead cross-functional efforts to prioritize and implement the highest-impact use cases

Fivetran

3.6 Glassdoor

Fivetran, the global leader in data movement, helps customers use their data to power everything from AI applications and ML models, to predictive analytics and operational workloads. The Fivetran platform reliably and securely centralizes data from hundreds of SaaS applications and databases into any cloud destination – whether deployed on-premises, in the cloud or in a hybrid environment. Thousands of global brands, including Autodesk, Condé Nast, JetBlue and Morgan Stanley, trust Fivetran to move their most valuable data assets to fuel analytics, drive operational efficiencies and power innovation.

Founded in 2012

Oakland, California, USA

1.7K employees (107 in marketing)

5tran.co/3lbOdzE

64% recommend to a friend

61% CEO approval