Director, GTM Strategy & Planning

About the role

Fivetran is building data pipelines to power the modern data stack for thousands of companies. As we continue to scale globally, making the right strategic bets—on where to grow, how to structure our revenue teams, and how to allocate capacity—has never been more important. We're looking for a Director, GTM Strategy & Planning to lead the team responsible for Fivetran's most consequential GTM decisions.

Responsibilities

• 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
• Own key strategic decisions across the revenue organization, including market segmentation, revenue team structure, and coverage model design
• 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
• 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
• 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
• Identify where AI can materially improve GTM productivity and lead cross-functional efforts to prioritize and implement the highest-impact use cases
• Partner with field operations to lead the preparation of GTM performance materials for key executive forums, including QBRs and Board meetings
• Advise revenue, Finance, and HR leadership on sales compensation structure design, providing analysis and recommendations on how plan mechanics drive or inhibit desired seller behaviors
• Build the strategic planning frameworks, models, and deliverables that enable data-driven decision-making at the executive level, and serve as the CRO and sales leadership's primary thought partner on annual planning, mid-year resets, and evolving strategic priorities

Requirements

• 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, with a track record of building high-functioning strategy functions
• Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating outputs into clear strategic direction
• Deep knowledge of B2B SaaS go-to-market models in a consumption-based business, including segmentation frameworks, coverage design, and sales motion optimization
• Experience advising on or designing sales compensation structures with an understanding of how incentive mechanics drive behavior
• Proven ability to operate at the executive level—synthesizing complexity, influencing without authority, and driving alignment among senior stakeholders
• Experience scaling a GTM strategy function through a period of rapid organizational growth

Skills

• Experience in the data infrastructure, analytics, or adjacent technology categories
• Management consulting background (McKinsey, Bain, BCG, or equivalent)
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization frameworks

Bonus Skills

• Experience in management consulting (McKinsey, Bain, BCG, or equivalent)
• Experience scaling a GTM strategy function through a period of rapid organizational growth