Senior Director, Go-to-Market Strategy and Planning

About the Role

Anaplan is seeking a Sr. Director of GTM Planning to lead the strategy, process, and execution of its Go-To-Market (GTM) planning operations. This individual will oversee a global team of 3–5 and partner closely with senior cross-functional leaders across Sales, Customer Success, Marketing, Alliances, Finance, and Operations to drive a scalable and data-driven GTM motion.

Reporting to the VP of Global GTM Strategy, Planning & Operations, this role is responsible for owning and executing the full GTM planning lifecycle — including segmentation, capacity modeling, headcount planning, territory design, and quota setting. This leader will be instrumental in ensuring operational readiness and execution against the company’s long-range growth strategy.

Key Responsibilities

• Own and lead the annual and in-year GTM planning process, including headcount planning, territory carving, quota allocation, and performance forecasting
• Drive readiness activities and enhancements ahead of the planning season — process improvements, tooling, data quality, and stakeholder alignment
• Partner with cross-functional stakeholders to ensure consistent inputs, aligned timelines, and scalable processes
• Analyze market trends and internal performance to inform planning recommendations and forward-looking strategies
• Build frameworks and models to assess coverage, capacity, and productivity across Sales and adjacent functions
• Establish governance and operating rhythms around GTM planning, including timelines, decision points, and plan reviews
• Define, and manage GTM rules of engagement to ensure effective collaboration and customer centric outcomes
• Lead and mentor a team of 3–5 high-performing analysts and managers supporting core GTM operations
• Deliver clear and actionable insights that drive execution, alignment, and accountability across GTM

Ideal Candidate Profile

• 8–10+ years of experience in GTM business planning, sales operations, or revenue operations roles — ideally within SaaS or tech environments
• Demonstrated ownership of end-to-end GTM planning processes across large or scaling organizations
• Proven success working cross-functionally across Sales, CS, Marketing, Finance, and Ops teams
• Strong analytical mindset with the ability to interpret complex data and build scalable models
• Excellent project management and organizational skills with a focus on precision, quality, and on-time execution
• Strategic thinker with strong attention to detail and an ability to execute in both structured and ambiguous environments
• Comfortable managing teams and driving results through influence as well as ownership
• Exceptional written and verbal communication skills; confident working with VP- and SVP-level stakeholders
• Familiarity with SaaS metrics and revenue performance concepts (e.g., productivity, ramp, coverage, attainment)