Head of GTM Strategy and Planning

📋 Description

• Lead the annual GTM planning process; coordinate across all business functions to build an
• Develop and maintain territory and segment strategy; design territory structures that optimize for
• Define and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and
• Conduct role and organizational design analysis; think through optimal coverage models, account
• Build and maintain planning systems and frameworks; ensure consistency and rigor in how we approach
• Develop and test custom models and scenarios to stress-test plans; guide leadership through

🎯 Requirements

• Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy
• Deep expertise in territory planning, segmentation strategy, and account assignment; demonstrated
• Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that
• Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.)
• Demonstrated ability to think through organizational design; experience designing roles, coverage
• Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.); ability to build custom

🎁 Benefits

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence
• Ownership from Day 1: Every full-time 'Celonaut' is an owner, receiving Restricted Stock Units
• Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid
• Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as
• Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship
• Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health