sonarsource - Sonar - Director, GTM Strategy and Planning, Global
Requirements
• 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology environment • 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 the output into clear strategic direction • Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale • Deep knowledge of B2B SaaS go-to-market models, including segmentation models, coverage design, and sales motion optimization, across different segments and sales motions • Experience with market sizing, TAM/SAM analysis, and market entry prioritization • Proven ability to operate at the executive level and managing and driving alignment across senior stakeholders • Clear, concise communicator who can present rigorous work simply and credibly to a broad audience • Experience designing or advising on sales compensation structures, with a clear understanding of how incentive mechanics drive behavior • In-office culture • We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. • Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person. • We value diversity, equity, and inclusion
Responsibilities
• Drive the annual and ongoing GTM planning cycle in partnership with the CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance, translation company plan into a GTM integrated operational plan across the revenue organization and holding the process accountable to key milestones and decisions • Own annual and in-year headcount planning for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models • Design and run the global quota-setting and territory planning process, balancing equitable territories to drive sales productivity • Drive key strategic decisions across the revenue organization - customer segmentation, revenue team structure, and coverage model design • Own the bottom-up pipeline model and targets across all GTM teams (Sales, Partners, Business Development, Marketing) and partner with Finance on the top-down forecast model • Develop geo specific GTM strategies and evaluate market entry opportunities, using TAM and feasibility analysis to prioritize expansion geos • Develop the partner GTM strategy with alliances and channel leadership, ensuring the partner motion and its targets are integrated with the broader GTM plan • Partner with sales leadership and field operations leaders to prepare GTM performance materials for executive forums, including QBRs and Board meetings • Work with sales compensation team to provide inputs into sales compensation design and drive analysis of how plan mechanics drive sales behaviors
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT