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GTM Strategy & Planning Manager

Fivetran· Strategy & Operations Department
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Hybrid (Oakland / Denver / New York / Austin)$150.6k - $188.2kfull-timePosted 2w ago

About the role

GTM Strategy & Planning Manager to support go-to-market planning across Commercial, Enterprise, and overlay sales teams. Individual contributor role focused on quotas, territories, and headcount planning to translate top-down targets into an actionable operating plan.

Responsibilities

  • Support annual and quarterly sales quota-setting across the Commercial, Enterprise, and overlay segments, contributing to the top-down/bottoms-up reconciliation across AMER, EMEA, and APAC
  • Help apply and maintain the framework and methodology for designing territories that are balanced, distributing opportunity equitably and supporting coverage targets
  • Partner with Field Operations team to segment and assign the installed base across the business on a quarterly / semi-annual cadence
  • Contribute to headcount planning in partnership with Sales leadership, Field Operations, and Finance, helping tie ramp assumptions and capacity to the revenue plan
  • Support development of sales strategy with our Field Operations team: segmentation, coverage model, and go-to-market motion recommendations grounded in pipeline and productivity analysis
  • Help design experiments to test current GTM strategy and use the results to inform broader GTM transformations
  • Produce recurring capacity, attainment, and productivity analyses that inform in-year adjustments to territories and headcount
  • Contribute to top-down revenue and churn forecasts to help the business adapt to changing market conditions
  • Partner with other GTM Strategy & Planning teammates to ensure pipeline targets align with the business strategy and goals

Qualifications

  • 4 to 7 years in sales strategy, sales planning, revenue operations, or a comparable analytical GTM role, ideally with exposure to quota-setting and territory design
  • Strong organizational and program management skills
  • Solid quantitative modeling skills; able to build capacity, quota, and territory models from data, working from existing templates or from scratch
  • Working SQL and Salesforce proficiency; comfortable pulling and validating your own data rather than relying solely on pre-built reports
  • Ability to help turn ambiguous revenue targets into concrete, defensible operating plans that support sales leadership decisions
  • Ability to influence stakeholders across Sales, Finance, and People without formal authority

Skills

Required:Sales quota settingTerritory designHeadcount planningQuantitative modelingSQLSalesforce

Benefits

  • 100% employer-paid medical insurance
  • Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country, plus paid sick time, inclusive parental leave, paid holidays, year-end Global Week of Rest, and volunteer days off
  • RSU stock grants
  • Professional development and training opportunities
  • Company virtual happy hours, free food, and team-building activities
  • Monthly cell phone stipend
  • Access to mental health support platform with resources for employees and dependents
Last updated Oct 7, 2026. Interested? Apply on the company site.
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About Fivetran

Moving data. Powering innovation.

Effortlessly centralize all the data you need so your team can deliver better insights, faster.

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