Director, GTM Strategy and Planning, Global

Sonar • Austin, TX

1d • Onsite

About The Position

Sonar is seeking a Director, GTM Strategy and Planning to lead its global go-to-market strategy and planning. The role owns GTM strategy and the coverage model, market prioritization, segmentation, headcount planning, compensation design principles, quota setting, territory design, and pipeline targets. It partners with Finance on the annual financial plan across regions and segments.

The Director will help scale Sonar’s existing velocity motion and support its move upmarket into enterprise with a consultative selling motion. The role works closely with the CRO, CMO, post-sales leadership, geo sales leadership, GTM Strategy and Revenue Operations, and Finance. It combines analytical modeling and framework development with executive-level partnership across the GTM organization and beyond.

The role is based in the location where it is posted and follows a hub-office culture with anchor days on Mondays, Tuesdays, and Thursdays. Sonar says it is willing to support relocation for the right candidate. Sonar is an equal opportunity employer and provides an accommodation contact for applicants who need one. Offers are contingent on a comprehensive background check and reference verification before the start date.

Requirements

• 10+ years of experience in GTM strategy and finance in a B2B SaaS or enterprise technology environment.
• Experience managing and developing a team, with a track record of building high-functioning strategy functions.
• Strong analytical skills and financial acumen, including the ability to build and pressure-test complex models and translate results into clear strategic direction.
• Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale.
• Deep knowledge of B2B SaaS go-to-market models, including segmentation models, coverage design, and sales-motion optimization across segments and sales motions.
• Experience with market sizing, TAM/SAM analysis, and market-entry prioritization.
• Proven ability to operate at the executive level and drive alignment among senior stakeholders.
• Clear, concise communication skills and the ability to present rigorous work simply and credibly to a broad audience.
• Experience designing or advising on sales compensation structures and understanding how incentive mechanics drive behavior.

Responsibilities

• Lead the annual and ongoing GTM planning cycle with the CRO, CMO, GTM Strategy and Operations, GTM Analytics, and Finance; translate the company plan into an integrated operational plan for the revenue organization and manage milestones and decisions.
• Own annual and in-year revenue-organization headcount planning with Finance and People, translating strategic priorities into capacity models.
• Design and run global quota-setting and territory-planning processes, balancing equitable territories with sales productivity.
• Drive strategic decisions across the revenue organization, including customer segmentation, revenue-team structure, and coverage-model design.
• Own bottom-up pipeline models and targets across Sales, Partners, Business Development, and Marketing, and partner with Finance on the top-down forecast model.
• Develop geo-specific GTM strategies and evaluate market-entry opportunities using TAM and feasibility analysis to prioritize expansion geographies.
• Develop partner GTM strategy with alliances and channel leadership, integrating the partner motion and its targets into the broader GTM plan.
• Partner with sales leadership and field operations leaders to prepare GTM performance materials for executive forums, including QBRs and Board meetings.
• Work with the sales compensation team to provide input into compensation design and analyze how plan mechanics influence sales behavior.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed