Head of GTM Strategy and Planning

Celonis•Raleigh, NC

2d•Hybrid

About The Position

Celonis is seeking a Global Lead, GTM Strategy and Planning to join their Revenue Operations leadership team. This role is responsible for the strategic planning of Celonis' go-to-market (GTM) processes, ensuring alignment across Sales, Marketing, Value Engineering, Services, Finance, and the broader business. The objective is to optimize GTM investments, resource allocation, and organizational structure to drive sustainable growth and performance. The role involves designing and executing integrated GTM planning processes, including territory planning, segmentation strategy, role definition, and resource allocation. The individual will be a thought leader on GTM structure and planning systems, comfortable with custom modeling to test strategic decisions. This role also entails coordinating senior stakeholders to build consensus and drive alignment on priorities and resource allocation. Beyond planning, the role will manage critical programs and projects throughout the year, such as Global Accounts management, New Logo strategy, and organizational design initiatives.

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; demonstrated success designing and implementing planning processes
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.); ability to articulate why ratios matter and how they impact performance
Demonstrated ability to think through organizational design; experience designing roles, coverage models, and team structures that drive results
Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.); ability to build custom models, run scenarios, and communicate findings to leadership
Strong analytical and problem-solving skills; ability to work with complex data, identify patterns, and translate insights into actionable recommendations
Excellent stakeholder management and communication skills; proven ability to coordinate across senior leaders, build consensus, and drive alignment
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; ability to run multiple initiatives in parallel while keeping organization aligned to core strategy

Responsibilities

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
Define and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and recommend adjustments to optimize resource allocation
Conduct role and organizational design analysis; think through optimal coverage models, account assignments, and team structures to drive business outcomes
Build and maintain planning systems and frameworks; ensure consistency and rigor in how we approach planning, modeling, and decision-making
Develop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and help them understand implications of different strategic choices
Coordinate cross-functional stakeholder alignment on the plan; facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility
Communicate the plan cascading priorities, resource allocation, and expected outcomes to the broader organization
Lead GTM strategy initiatives and programs throughout the year, such as: Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, channel and partner strategy
Develop and maintain critical business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections
Conduct periodic reviews of plan performance; identify what's working, what isn't, and inform next iteration of planning
Serve as a strategic advisor to Revenue Operations and business leadership on GTM strategy, resource allocation, and organizational design decisions
Drive process improvements and modernization in how we approach planning, using data, technology, and best practices to increase effectiveness