Director, Strategy & Planning | United States | Remote

Overview

Lead strategy and planning for Grafana Labs' Go-To-Market organization, owning the planning agenda and the models behind it for a consumption-based SaaS business. Reports to the VP of Revenue Operations.

What you'll do

• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team.
• Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions.
• Develop revenue and capacity scenarios that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions.
• Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and transformational initiatives, such as new market evaluation, M&A integration, vertical planning, and pricing.
• Become an expert in how GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports.
• Identify operational gaps in reporting capabilities and inefficiencies in the planning process, and work with Analytics and Business Systems teams to build scalable solutions.
• Help create the connective tissue across Revenue Operations, Marketing, Finance, Data, and GTM leadership.
• Build scalable, self-service planning processes that improve consistency and reduce manual coordination across teams.
• Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs.
• Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets, reviewing performance and recommending adjustments as usage trends change.
• Set priorities for the planning function and lead cross-functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure.
• Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting, partnering with Data to validate results.

What you'll need

• 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross-functional programs.
• Demonstrated track record of strategic thinking and analysis, identifying opportunities and emerging risks.
• Strong modeling and analytical skills, with comfort with complex segmentation analysis and workforce planning.
• Excellent communication skills with executive audiences, explaining what it is, why it matters, and what should be done in terms of data and analysis.
• Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity, including evolving capacity models, coverage strategies, and planning processes.
• Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models (rep productivity, rep capacity, campaign influence, and quota modeling).
• High comfort with ambiguity; identifies the right priorities and does the hard work without need for external motivation.
• Thinks critically and creatively, continually reorienting to obstacles to define a better way to achieve goals.

Nice to have

• Previous experience in open source.
• Experience with Grafana, Tableau, or other analysis/BI tools.
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.
• Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai).
• Familiarity with SQL or similar database querying language.
• Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning, forecasting, and reporting, with sound judgment in validating outputs and assumptions.

Details

• Location: United States (Remote). 100% remote company.
• Compensation: OTE range of $230,000 - $275,000 in the United States, plus Restricted Stock Units (RSUs). Actual compensation may vary based on level, experience, and skillset.
• In-person onboarding provided.