Director, GTM Strategy & Planning

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on.

dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact.

During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

Fivetran is building data pipelines to power the modern data stack for thousands of companies. As we continue to scale globally, making the right strategic bets — on where to grow, how to structure our revenue teams, and how to allocate capacity — has never been more important.

We're looking for a Director, GTM Strategy & Planning to lead the team responsible for Fivetran's most consequential GTM decisions. You and your team will own GTM strategy and coverage model, market prioritization, revenue team segmentation, headcount planning, comp design principles, quota setting and territory design, and pipeline targets. You will also be a key partner with the Finance team on setting our annual financial plan across all regions and segments.

A defining opportunity for this leader is helping to align the go‑to‑market strategies of the combined Fivetran and dbt revenue organizations — building the frameworks and plans that bring two complementary sales teams together into a cohesive, high‑performing GTM motion.

This role will partner closely with the CRO, CMO, GTM Strategy & Operations leadership, Finance, Analytics and sales leadership, and will require both the analytical depth to build rigorous frameworks and the executive presence to drive alignment on high‑stakes decisions. You will lead a team of GTM strategy and planning professionals and be expected to develop them as well as elevate the function.

This is a full‑time, hybrid position based out of our Oakland, Denver, Austin, or New York offices. Our hybrid work model offers a blend of remote flexibility and in‑person collaboration, including two days in the office each week to connect and build as a team.

• Lead, develop, and grow a team of GTM strategy and planning professionals, fostering a high‑performance culture grounded in Fivetran’s core values
• Drive the annual and ongoing GTM planning cycle in close partnership with the CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance — translating business objectives into an integrated plan across the revenue organization and holding the process accountable to key milestones and decisions
• Own the annual and in‑year headcount planning process for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models
• Design and execute the global quota‑setting and territory planning process, including book‑of‑business cuts for existing customer and expansion segments, with a commitment to equitable…