Head of GTM Strategy and Planning

Role Overview

The Global Lead, GTM Strategy and Planning will work as part of the Revenue Operations leadership team, reporting to the SVP Revenue Operations. This role is the strategic architect of Celonis’ annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable go-to-market strategy.

What You Will Do

Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability. Develop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV/ARR growth, and team productivity.

Why It Might Be a Fit

The ideal candidate will have significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy. They will have a deep understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity.

Requirements

• Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
• Deep expertise in territory planning, segmentation strategy, and account assignment
• Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
• Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.)
• Demonstrated ability to think through organizational design
• Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.)
• Strong analytical and problem-solving skills
• Excellent stakeholder management and communication skills
• Strategic thinking with ability to see the big picture and understand interconnections between GTM strategy, resource allocation, and business outcomes
• Project and program management expertise

Benefits

• Pioneer Innovation
• Ownership from Day 1
• Unrivaled Family Support
• Work-Life Integration
• Continuous Growth
• Holistic Well-being
• Drive Sustainability
• Global Inclusion & Belonging
• Value-Driven Impact