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.

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—from where to grow, how to structure our revenue teams, and how to allocate capacity—is more important than ever.

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.

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.

It 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.

• 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 opportunity distribution and revenue maximization
• Drive key strategic decisions across the revenue organization, including market segmentation, revenue team structure, and coverage model design
• Own the bottom‑up pipeline model and targets across all GTM teams (Sales, Partners, Business Development, Marketing) and partner with Finance on a top‑down analytical forecast model — together providing an integrated view of revenue growth potential
• Partner with Sales, Marketing, and Product to identify and prioritize high‑impact sales plays and optimize persona targeting, ensuring the revenue team is focused on the highest‑value buyer profiles and translating strategic insights into actionable revenue motions
• Evaluate market entry opportunities and develop geography‑specific GTM strategies — using TAM analysis and feasibility frameworks to prioritize…