Director, GTM Strategy and Planning, Global

Sonar•San Mateo, CA

4d•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 coverage models, market prioritization, segmentation, headcount planning, compensation design principles, quota setting, territory design, and pipeline targets. It also partners with Finance on the annual financial plan across regions and segments. The Director will help scale Sonar’s existing velocity motion and develop its enterprise consultative selling motion. The role works closely with the CRO, CMO, post-sales leadership, geographic sales leadership, GTM Strategy and Revenue Operations, and Finance. It combines analytical work—including framework development and modeling—with executive-level stakeholder partnership. Sonar follows an in-office model with three anchor days each week: Monday, Tuesday, and Thursday. Candidates must be based in the location where the role is posted; relocation may be supported for the right candidate. Sonar is an equal opportunity employer and offers accommodations to applicants who need them. Employment offers are contingent on a background check and reference verification.

Requirements

At least 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 their outputs 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, coverage design, and sales-motion optimization across segments and sales motions.
Experience with market sizing, TAM/SAM analysis, and market-entry prioritization.
Ability to operate at the executive level and manage and drive alignment across 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.
Genuine residency in the location where the role is posted; relocation may be supported.

Responsibilities

Drive 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 key milestones and decisions.
Own annual and in-year headcount planning for the revenue organization, partnering with Finance and People to translate strategic priorities into capacity models.
Design and run global quota-setting and territory-planning processes, balancing equitable territories to drive sales productivity.
Drive strategic decisions across the revenue organization, including customer segmentation, revenue team structure, and coverage model design.
Own the bottom-up pipeline model 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 and integrate 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.
Manage and develop a team and build a high-functioning strategy function.