Director, Strategy & Planning
New
G
Grafana LabsObservability SaaS
United States | RemoteFull-TimeDirector
SalaryIn the United States, the OTE (On-Target Earnings) compensation range for this role is $230,000 - $275,000
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Job Details
- Experience
- 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field
- Required Skills
- SQLTableau
Requirements
- Have 8+ years of experience in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field.
- Have experience leading a planning function or major cross-functional programs.
- Demonstrate strategic thinking and analysis, including identifying opportunities, strategic paths, and emerging risks.
- Bring strong modeling and analytical skills, including comfort with complex segmentation analysis and workforce planning.
- Communicate data analysis and recommendations effectively to executive audiences.
- Have owned GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity.
- Have experience evolving capacity models, coverage strategies, and planning processes as an organization expands.
- Have experience in a Sales or GTM organization and familiarity with sales methodologies such as MEDDPICC or MEDDIC.
- Understand sales models such as rep productivity, rep capacity, campaign influence, and quota modeling.
- Bonus: experience with open source, Grafana, Tableau or other BI tools, Salesforce CPQ, Zuora, subscription management, Marketo, Outreach, Clari, People.ai, SQL, or similar database querying languages.
- Bonus: experience applying generative AI, predictive analytics, or AI-enabled automation to GTM planning, forecasting, and reporting.
Responsibilities
- Establish standard reports and tools to analyze business performance, set operational targets, and drive planning processes with the Go-To-Market Operations team.
- Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions.
- Develop revenue and capacity scenarios accounting for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions.
- Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and initiatives, including new markets, M&A integration, vertical planning, and pricing.
- Analyze how GTM data is captured, connects to business processes, and affects key metrics and reports.
- Identify reporting gaps and planning inefficiencies, and work with Analytics and Business Systems teams to build scalable solutions.
- Build self-service planning processes and coordinate across Revenue Operations, Marketing, Finance, Data, and GTM leadership.
- Advise GTM leadership on segmentation, vertical performance, pricing scenarios, and territory strategy, presenting recommendations and tradeoffs.
- Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets, and recommend adjustments as usage trends change.
- Lead planning initiatives with Data and Field Ops, and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting.
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