Celonis - Head of GTM Strategy and Planning

• Deep expertise in territory planning, segmentation strategy, and account assignment; demonstrated success designing and implementing planning processes • Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity • 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 • 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 • What Celonis can offer you: • Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations. • Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants. • Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment. • Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration. • Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform. • Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance. • Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually. • Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued. • Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision. • 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: