Director of GTM Strategy & Planning

Join Fivetran, a leading data pipeline company, as the Director of GTM Strategy & Planning. In this role, you will lead the team responsible for Fivetran's most consequential go-to-market decisions, including market prioritization, revenue team segmentation, headcount planning, and pipeline targets. You will partner closely with the CRO, CMO, Finance, Analytics, and sales leadership, and will be expected to develop your team and elevate the function. This is a defining opportunity to align the go-to-market strategies of Fivetran and dbt, and to drive key strategic decisions across the revenue organization.

• Lead the team responsible for Fivetran's go-to-market (GTM) strategy and planning, including market prioritization, revenue team segmentation, and quota setting.
• Drive the annual and ongoing GTM planning cycle in close partnership with the CRO, CMO, and Finance, translating business objectives into an integrated plan across the revenue organization.
• Develop and maintain the partner GTM strategy in collaboration with alliances and channel leadership, ensuring the partner motion is integrated with the broader GTM plan.

• Demonstrated experience owning quota design, territory planning, and headcount modeling at scale — you've done this, not just advised on it
• 4+ years of experience managing and developing a team, with a track record of building high-functioning strategy functions
• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in a B2B SaaS or enterprise technology environment
• Experience leading GTM alignment across merged, acquired, or rapidly reorganized sales organizations
• Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating outputs into clear strategic direction
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization frameworks
• Experience advising on or designing sales compensation structures with an understanding of how incentive mechanics drive behavior
• Clear, concise communicator who can present rigorous work simply and credibly to a broad audience
• Proven ability to operate at the executive level — synthesizing complexity, influencing without authority, and driving alignment among senior stakeholders
• Deep knowledge of B2B SaaS go-to-market models in a consumption-based business, including segmentation frameworks, coverage design, and sales motion optimization
• Experience scaling a GTM strategy function through a period of rapid organizational growth
• Background in management consulting (McKinsey, Bain, BCG, or equivalent)
• Experience in the data infrastructure, analytics, or adjacent technology categories