Drata

Director, GTM Planning & Analytics - Remote

Drata

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $157,300 - $242,900 per year

Job Level

Lead

Tech Stack

Go

About the role

  • We are seeking a highly strategic and experienced Director to establish and lead our new GTM Planning & Analytics team. This critical role will be instrumental in driving our 'connected planning' initiatives across the entire Go-To-Market organization, ensuring our sales, marketing, and customer success teams are aligned, efficient, and data-driven.
  • You will own the end-to-end annual plan process for GTM, from strategic target-setting to the consolidation of complex quota models, and be a key partner to our executive leadership in a fast-paced Enterprise B2B SaaS environment.
  • What you’ll do:
  • Quota & Pipeline Model Consolidation: Oversee the development, consolidation, and deployment of sales and GTM quota and pipeline models, ensuring accuracy, fairness, and strategic alignment across all revenue teams.
  • Strategic Leadership: Define the vision, strategy, and roadmap for the GTM Planning & Analytics function, building a high-performing team from the ground up.
  • Connected Planning Ownership: Lead the design, implementation, and continuous improvement of a holistic 'connected planning' framework for the GTM organization, integrating financial, operational, and strategic plans.
  • Annual Planning Cycle: Own and orchestrate the entire annual GTM planning process, including capacity planning, territory design, and ensuring alignment with corporate objectives.
  • Performance Analytics & Insights: Partner with GTM leadership to develop key performance indicators (KPIs), dashboards, and analytical frameworks that provide actionable insights into GTM effectiveness, pipeline health, and revenue forecasting.
  • Process Optimization: Identify and implement best practices for GTM planning, forecasting, and reporting processes, leveraging technology to drive efficiency and accuracy.
  • Cross-Functional Partnership: Collaborate closely with Finance, Sales Operations, Marketing Operations, and Customer Success Operations to ensure seamless data flow, consistent methodologies, and integrated planning.
  • Team Development: Recruit, mentor, and develop a team of high-caliber planning and analytics professionals.
  • What you’ll bring:

Requirements

  • 7-10 years of experience in GTM Operations, Sales Operations, Business Operations, or Strategic Finance roles within an Enterprise B2B SaaS company.
  • 5+ years of leadership experience, with a proven track record of building and managing high-performing teams.
  • Deep expertise in annual planning cycles, GTM strategy, and quota setting processes.
  • Strong understanding of 'connected planning' principles and experience leveraging planning tools (e.g., Anaplan, Adaptive Insights, Workday Adaptive Planning) is highly desirable.
  • Exceptional analytical skills with the ability to translate complex data into clear, concise, and actionable insights for executive audiences.
  • Demonstrated ability to drive cross-functional alignment and influence stakeholders at all levels.
  • Endless curiosity and a need to dive deeper for understanding.
  • Excellent communication, presentation, and interpersonal skills.
  • Bachelor’s degree preferred.