Celonis

Celonis

Head of GTM Strategy and Planning

Raleigh, US, North Carolina · Full-time

No sponsorship$20k-$70kDetected 22 days ago
Data VisualizationAgentic AIAccessibilityStakeholder ManagementExcelRecruitingCustomer SuccessLeadershipCommunicationProblem SolvingMentoring

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odds of building a lasting career here

37Risky
Cap-exempt (no lottery)0
Sponsors this role80
Entry-level history0
PERM / green-card track0
Lottery odds (Level I)39
Fits your clock70

Thin sponsorship signal and lottery-bound (~15% per draw). A low-probability bet with your clock running. Prioritize cap-exempt roles and proven entry-level sponsors first.

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Employer immigration record

from this employer's Department of Labor filings

Green-card filing pattern in this occupation

Context, not a finding about this posting: of this employer's 4 green-card filings in this occupation, 100% were for a worker who already held the job.

Files H-1B transfers

1 transfer filing in the last year, covering 1 worker. Median labor-condition decision: 7 days. An employer that already files transfers is one that can take over an existing H-1B.

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About the role

  • Communicate the plan cascading priorities, resource allocation, and expected outcomes to the broader organization
  • Conduct periodic reviews of plan performance; identify what's working, what isn't, and inform next iteration of planning
  • You will be the custodian of our GTM ratios and thought leader on how we structure our go-to-market.

Responsibilities

  • Develop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV/ARR growth, and team productivity
  • Develop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and help them understand implications of different strategic choices
  • Coordinate cross-functional stakeholder alignment on the plan; facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility
  • Develop and maintain critical business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections
  • Serve as a strategic advisor to Revenue Operations and business leadership on GTM strategy, resource allocation, and organizational design decisions
  • Drive process improvements and modernization in how we approach planning, using data, technology, and best practices to increase effectiveness
  • This role owns the design and execution of our integrated GTM planning processes.
  • You will coordinate senior stakeholders across the business to build consensus around the plan and drive alignment on priorities, resource allocation, and GTM strategy.
  • Beyond planning, you will run critical programs and projects throughout the year that ladder up to the plan-such as Global Accounts management, New Logo strategy, and organizational design initiatives.

Requirements

  • Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
  • Deep expertise in territory planning, segmentation strategy, and account assignment
  • Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
  • ability to articulate why ratios matter and how they impact performance
  • Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.)
  • ability to work with complex data, identify patterns, and translate insights into actionable recommendations
  • Strategic thinking with ability to see the big picture and understand interconnections between GTM strategy, resource allocation, and business outcomes
  • Project and program management expertise
  • ability to run multiple initiatives in parallel while keeping organization aligned to core strategy
  • Deep expertise in territory planning, segmentation strategy, and account assignment; demonstrated success designing and implementing planning processes
  • Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.); ability to articulate why ratios matter and how they impact performance
  • Demonstrated ability to think through organizational design; experience designing roles, coverage models, and team structures that drive results
  • Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.); ability to build custom models, run scenarios, and communicate findings to leadership
  • Strong analytical and problem-solving skills; ability to work with complex data, identify patterns, and translate insights into actionable recommendations
  • Excellent stakeholder management and communication skills; proven ability to coordinate across senior leaders, build consensus, and drive alignment
  • Project and program management expertise; ability to run multiple initiatives in parallel while keeping organization aligned to core strategy

Compensation

  • Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability

Benefits

  • Conduct role and organizational design analysis; think through optimal coverage models, account assignments, and team structures to drive business outcomes

Company info

  • Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand - turning AI's operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
  • Get familiar with the Celonis Process Intelligence Platform by watching this video.
  • Celonis Inclusion Statement:
  • At Celonis, we believe our people make us who we are and that "The Best Team Wins". We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.
  • Any information you submit to Celonis as part of your application will be processed in accordance with Celonis' Accessibility and Candidate Notices
  • Use of Artificial Intelligence Tools
  • We rely on an artificial intelligence tool to match the information from your resume to the relevant Celonis job descriptions.
  • Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes.
  • The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand - turning AI's operational blind spots into operational clarity.
  • Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes.
  • Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
  • At Celonis, we believe our people make us who we are and that "The Best Team Wins".
  • We know that the best teams are made up of people who bring different perspectives to the table.
  • And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.
  • Your Privacy:
  • This processing is limited to the information provided in your resume or in your candidate profile.
  • The tool produces a match score per candidate for a role, suggests preliminary ranking, and provides recommendations.
  • The tool is only used for support in parts of the job application process, including to facilitate the identification of the relevant Celonis Jobs for candidates and recruiters.
  • All final decisions are made by hiring managers and the Celonis talent acquisition team.
  • Hiring managers and HR specialists use this tool responsibly, are aware of the risk of potential bias, and are equipped to mitigate it.
  • Please be aware of common job offer scams, impersonators and frauds.
  • Learn more <a href="https://www.celonis
  • The Global Lead, GTM Strategy and Planning will work as part of the Revenue Operations leadership team, reporting to the SVP Revenue Operations.
  • This role is the strategic architect of Celonis' annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable go-to-market strategy.
  • This person is responsible for ensuring our GTM investments, resource allocation, and organizational structure are optimized to drive sustainable growth and performance.
  • Celonis is the trusted platform to industrialize Enterprise AI.
  • At our core is the Celonis Context Model - which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity.
  • World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes.
  • We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works.
  • Join our mission to make processes work for people, companies, and the planet.

Visa & Work Authorization

  • Visa sponsorship is not offered for this role.
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This listing is sourced directly from Celonis's careers page and normalized into a canonical job model.