Grafana Labs - Director, Strategy & Planning | United States | Remote

• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team • Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions • Develop revenue and capacity scenarios that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions. • Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives; New market evaluation, M&A integration, vertical planning, pricing, etc. • Become an expert in how our GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports. • Identify operational gaps in our reporting capabilities and/or inefficiencies in the planning process. Work with Analytics and Business Systems teams to build scalable solutions. • Help create the connective tissue across our internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership • Build scalable, self-service planning processes that improve consistency and reduce manual coordination across teams. • Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs. • Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets, reviewing performance and recommending adjustments as usage trends change. • Set priorities for the planning function and lead cross-functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure. • Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting, partnering with data to validate results and improve planning efficiency. • What Makes You a Great Fit: • 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross-functional programs. • Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks • Strong modeling and analytical skills – comfort with complex segmentation analysis and workforce planning • Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis • Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity, including evolving capacity models, coverage strategies, and planning processes as the organization expands. • Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models ( rep productivity, rep capacity, campaign influence, and quota modeling) • High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation • You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.