Director, GTM Strategy, Planning & Analytics
Articulate· GTM Effectiveness
Full-time- RemotePosted 3w ago
About the role
Director of GTM Strategy, Planning & Analytics to lead and evolve how we translate company strategy into actionable go-to-market plans, measure business performance, govern data foundations, and align compensation programs across Marketing, Sales, Customer Success, and Channel.
Responsibilities
- Lead the end-to-end GTM planning system, including annual and quarterly planning, forecasting, target setting, capacity planning, resource allocation, and performance management.
- Translate company growth objectives and strategic priorities into aligned GTM targets, resource plans, and execution strategies across functions, segments, regions, and products.
- Establish and continuously improve GTM operating rhythms, including planning cycles, forecast reviews, executive business reviews, and performance-management processes.
- Develop scalable planning frameworks, governance models, and operating standards for GTM teams.
- Evaluate strategic tradeoffs across GTM investments and provide recommendations on capacity, coverage, demand generation, retention, enablement, and other investments.
- Partner with Finance and GTM leadership on scenario planning, investment decisions, and resource allocation.
- Define performance measurement frameworks for GTM health across the customer lifecycle.
- Lead analytics and insights to help GTM leaders understand performance, identify risks and opportunities, and make informed decisions.
- Ensure forecasting, pipeline, funnel, retention, productivity, and other GTM performance measures are clearly defined.
- Translate complex performance into clear, decision-ready insights and recommendations.
- Identify emerging performance trends and recommend actions to improve GTM effectiveness.
- Establish priorities for GTM analytics based on business impact.
- Lead GTM data strategy and governance, ensuring consistent definitions, standards, and data assets across systems.
- Oversee governance for GTM data definitions, lineage, quality, and usage in partnership with Data, Engineering, IT, Finance, and GTM stakeholders.
- Ensure data requirements are clearly defined before technical development begins.
- Prioritize GTM data initiatives and assess sequencing, dependencies, and tradeoffs.
- Ensure data structures support forecasting, pipeline management, compensation, retention, planning, and performance measurement.
- Improve adoption of governed data assets and BI capabilities across GTM.
- Lead GTM compensation strategy and planning in partnership with GTM and Finance leadership.
- Ensure compensation programs align with objectives, GTM priorities, targets, quotas, and outcomes.
- Lead compensation modeling and analytics to evaluate program effectiveness and cost.
- Establish governance for compensation design and changes.
- Collaborate on quota and incentive strategy and provide recommendations on tradeoffs and design.
- Ensure compensation planning is integrated with capacity, target, resource, and financial planning.
- Serve as a strategic partner to GTM, Finance, Data, IT, and other leaders.
- Structure complex GTM problems and develop actionable recommendations.
- Lead cross-functional strategic initiatives from problem definition to implementation.
- Collaborate with senior leaders to translate company strategy into GTM plans and ensure cross-functional alignment.
- Communicate plans, performance, risks, and tradeoffs to senior and executive stakeholders.
- Lead and develop a multidisciplinary organization spanning strategy, planning, analytics, data strategy, and compensation.
- Translate priorities into clear objectives, execution plans, and measurable outcomes.
- Coach managers and contributors toward impact and strategic thinking.
- Establish accountability and decision rights across the function.
- Build cross-functional relationships to operate across boundaries.
Last updated Sep 30, 2026. Interested? Apply on the company site.
About Articulate
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