Fivetran

Fivetran

Director, GTM Strategy & Planning

USA - New York · Director · Full-time

Sponsorship not specifiedDetected 5 days ago
dbtData EngineeringBusiness DevelopmentLeadershipCollaboration

About the role

  • 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.
  • This is a full-time, hybrid position based out of our Oakland, Denver, Austin, or New York offices.

Responsibilities

  • Lead, develop, and grow a team of GTM strategy and planning professionals, fostering a high-performance culture grounded in Fivetran's core values
  • 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 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
  • 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

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

Skills

  • Experience leading GTM alignment across merged, acquired, or rapidly reorganized sales organizations
  • Experience with market sizing, TAM/SAM analysis, and market entry prioritization frameworks
  • Clear, concise communicator who can present rigorous work simply and credibly to a broad audience
  • Experience in the data infrastructure, analytics, or adjacent technology categories
  • Background in management consulting (McKinsey, Bain, BCG, or equivalent)
  • Experience scaling a GTM strategy function through a period of rapid organizational growth
  • helping organizations unlock the full value of their data.

Compensation

  • 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
  • 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

Benefits

  • Drive key strategic decisions across the revenue organization, including market segmentation, revenue team structure, and coverage model design

Company info

  • Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we're delivering the data infrastructure layer that helps organizations move, transform, and trust their data - from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
  • As we bring our teams and technology together, we're building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It's an exciting time to join us: we're creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
  • to make access to data as simple and reliable as electricity.
  • With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required.
  • We're proud that more organizations continue to leverage our technology every day to become truly data-driven.
  • Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data.
  • Together, we're delivering the data infrastructure layer that helps organizations move, transform, and trust their data - from the moment data moves, through every transformation, to the context teams and AI systems rely on.
  • Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights.
  • Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
  • As we bring our teams and technology together, we're building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust.
  • It's an exciting time to join us: we're creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.
  • During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
  • Fivetran and dbt
  • we're creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.
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This listing is sourced directly from Fivetran's careers page and normalized into a canonical job model.