GTM, Strategic Planning

Accountabilities: Own end-to-end GTM strategic planning, including territory design, customer segmentation, target planning, and capacity planning. Build and maintain a single source of truth for planning data across HubSpot, BigQuery, and Hex. Translate company priorities into clear field strategies, planning frameworks, and actionable execution plans. Partner with Sales Leadership to design and continuously improve coverage models, segmentation approaches, and team structures aligned with developer buying behavior. Define, monitor, and analyze key performance metrics, turning data into insights and recommendations that drive business action. Lead the strategic planning roadmap, including tooling investments and the evaluation of systems and processes against business needs. Collaborate with Talent Acquisition to ensure hiring plans remain aligned with GTM structures, capacity, and territory models. Work with GTM Engineering to develop automations and data pipelines that turn planning strategies into practical, scalable systems. Coordinate cross-functional initiatives and communicate planning decisions clearly across Sales, Success, Marketing, Finance, Partnerships, and Engineering. Continuously identify opportunities to simplify processes, improve operational efficiency, and support sustainable growth. Requirements: At least 6 years of experience in Revenue Operations, Strategy Consulting, GTM Strategy, or Sales Operations, preferably within a B2B SaaS or developer-tools company. Strong familiarity with go-to-market technology and data platforms, particularly HubSpot, BigQuery, and Hightouch. Comfortable writing SQL and independently exploring datasets to investigate business questions and validate strategic decisions. Proven experience designing or transforming sales processes, forecasting cadences, territory models, or commercial operating structures in a high-growth environment. Understanding of product-led growth models, including product-led sales (PLS), usage-based triggers, and the integration of product usage data into commercial pipelines. Strong strategic planning and analytical skills, with the ability to connect business objectives to measurable execution. Ability to bridge strategy and implementation, from developing segmentation frameworks and planning documentation to using SQL to track results. Excellent written and verbal communication skills, with the ability to collaborate effectively across multiple business and technical functions. High level of ownership, initiative, and autonomy, with the ability to set priorities, solve problems, and move projects forward independently. Strong documentation habits and comfort working asynchronously within a globally distributed team. Customer-focused mindset and an interest in understanding how developers discover, adopt, and expand their use of products. Ability to build practical, scalable solutions without unnecessary complexity. Benefits: Work arrangement: Fully remote, with the flexibility to work from anywhere in the world. Co-working support: WeWork membership or co-working allowance to support your preferred workspace. Equity: Employee Stock Ownership Plan (ESOP), giving every team member an opportunity to share in the company's growth. Technology allowance: Budget for equipment and tools, including laptops, monitors, and headphones. Health coverage: 100% health insurance coverage for employees and 80% coverage for dependents, wherever applicable. Annual off-sites: Company-wide annual gatherings in a different city for collaboration and team connection. Flexible working: Asynchronous work culture that encourages autonomy and flexibility in managing your schedule. Professional development: Annual education allowance for courses, books, conferences, and other learning opportunities. Global environment: Opportunity to collaborate with a distributed team across more than 60 countries and a diverse range of professional backgrounds.