Head of GTM Strategy and Planning

The role

The Global Lead, GTM Strategy and Planning will act as the strategic architect for annual and multi-year go-to-market planning processes. This person will coordinate across Sales, Marketing, Value Engineering, Services, and Finance to optimize GTM investments, resource allocation, and organizational structure.

What you will do

• Lead the annual GTM planning process
• Develop and maintain territory and segment strategy
• Define and refine GTM ratios
• Conduct role and organizational design analysis
• Build and maintain planning systems and frameworks
• Develop and test custom models and scenarios to stress-test plans
• Coordinate cross-functional stakeholder alignment on the plan
• Communicate the plan cascading priorities and resource allocation
• Lead GTM strategy initiatives and programs such as Global Accounts and New Logo strategy
• Develop and maintain critical business reporting and dashboards

Required qualifications

• Significant experience in SaaS and/or AI-oriented tech companies in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
• Deep expertise in territory planning, segmentation strategy, and account assignment
• Strong understanding of enterprise SaaS go-to-market models, sales structures, and factors driving ACV, ARR, win rates, and team productivity
• Hands-on experience defining and optimizing GTM ratios
• Demonstrated ability to think through organizational design
• Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.)
• Strong analytical and problem-solving skills
• Excellent stakeholder management and communication skills
• Strategic thinking
• Project and program management expertise

Benefits

• Restricted Stock Units (RSUs) and merit-based refresh grants
• 24 weeks of fully paid leave for primary carers
• 12 weeks of fully paid leave for supporting carers
• Unlimited PTO in applicable regions and generous PTO globally
• Flexible hybrid work model
• 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform
• Subsidized Wellhub memberships
• Mental health counseling
• Wellness Weeks
• Paid time off to volunteer for community and environmental causes via Impact Days

About the company

Celonis is the trusted platform to industrialize Enterprise AI, using the Celonis Context Model to create a living digital twin of the enterprise. The company is headquartered in Munich, Germany, and New York City, USA.