Senior Director, GTM Planning & Analysis

Justworks•New York, NY

11d•$212,000 - $274,000•Hybrid

About The Position

The Senior Director of GTM Planning & Analysis will lead the integrated planning, forecasting, and performance management process across Justworks’ go-to-market organization. This leader will connect company strategy and the financial plan to an integrated GTM plan, translate that plan into functional priorities and resource decisions, measure performance against it, and help leadership adjust investments, execution, or strategy as results evolve. Justworks operates a multi-product platform with a mix of product-led and self-service acquisition, managed sales, partner-led growth, and customer expansion. This role will ensure those motions are planned and managed as one integrated growth system rather than as separate channels. The role will bring together top-down company objectives and bottom-up operating assumptions to create a credible path to the financial plan. This includes connecting marketing investment, demand generation, pipeline, product-led conversion, sales capacity and productivity, partnerships, retention, expansion, product mix, and customer economics into one shared view of the business. This is not primarily a reporting, BI, or attribution function. It is a strategic planning and decision-support function responsible for helping Justworks make better decisions about where to invest, how to deploy resources, and what needs to change when performance differs from plan.

Requirements

Significant experience in GTM planning, strategic finance, FP&A, revenue strategy, Revenue Operations, or a related analytical leadership role.
Demonstrated experience building integrated business or GTM plans that connect financial targets with functional operating assumptions and execution plans.
Strong understanding of B2B SaaS or technology GTM models, including Marketing, Sales, Partnerships, Customer Success, and expansion.
Experience operating in a multi-motion environment that combines product-led or self-service growth with managed sales and partner-led channels.
Strong understanding of the economics of a multi-product platform business and how product mix, customer behavior, acquisition motions, and investment decisions affect growth.
Demonstrated ability to connect marketing investment to demand, pipeline, revenue, CAC, payback, and return on spend.
Deep experience with forecasting, scenario modeling, capacity and productivity planning, resource allocation, and business performance management.
Strong financial and analytical judgment, with the ability to move comfortably between detailed operating models and executive-level recommendations.
Ability to reconcile top-down objectives with bottom-up assumptions, identify gaps or unrealistic expectations, and construct a credible path between the two.
Ability to move from measurement to action by diagnosing performance, identifying underlying drivers, and recommending changes to plans, investments, or priorities.
Strong executive communication skills and the ability to turn complex analysis into a small number of clear insights, trade-offs, and decisions.
Ability to influence senior leaders across Marketing, Sales, Partnerships, Customer Success, Product, and Finance.
Comfort operating in a complex, evolving environment and creating structure where processes, definitions, or ownership may not yet be fully established.
A bias toward simplification, automation, and scalable operating models.
Experience building or leading high-performing analytical teams.

Nice To Haves

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: Camaraderie, Openness, Grit, Integrity, Simplicity.

Responsibilities

Lead the annual and long-range GTM planning process, translating company growth goals and financial targets into an integrated operating plan across Marketing, Sales, Partnerships, Customer Success, Product, and other GTM functions.
Build and maintain the integrated GTM model connecting marketing investment, demand generation, pipeline, conversion, sales capacity, productivity, retention, expansion, product mix, and revenue outcomes.
Connect top-down company objectives with bottom-up functional plans and assumptions, identifying gaps, trade-offs, and the actions required to create a credible path to the financial plan.
Ensure Marketing and Revenue plans, investments, resources, and capacity ladder to shared GTM priorities and company objectives.
Model performance across Justworks’ growth motions, including product-led and self-service acquisition, managed sales, inbound, outbound, partnerships, and customer expansion.
Partner closely with Marketing and Finance to connect marketing spend by channel and program to expected demand, pipeline, bookings, CAC, payback, and return on investment.
Own GTM forecasting and reforecasting processes, identifying performance gaps, underlying drivers, risks, and opportunities.
Lead sales capacity, headcount, productivity, quota, and territory planning in partnership with Sales and Revenue Operations leadership.
Develop scenario models that help executives evaluate trade-offs across investment, hiring, productivity, channel mix, product mix, and growth.
Establish a consistent performance-management framework across the GTM organization, including shared definitions, metrics, reporting, and operating cadences.
Turn performance into action by helping leadership determine when to adjust investments, capacity, priorities, execution, or underlying assumptions based on actual business results.
Improve visibility into funnel economics and unit economics across channels incustomer segments, products, and sales motions.
Support executive-level GTM reporting with clear insights into performance, outlook, risks, opportunities, and required decisions.
Partner closely with Finance to ensure the GTM operating plan and company financial plan remain tightly connected throughout the year.
Support longer-range GTM strategy through scenario planning, business performance analysis, and evaluation of the conditions required to achieve future growth ambitions.
Build a more automated and scalable planning and analytics environment, leveraging AI, automation, and modern data capabilities to reduce manual work and improve the speed and quality of decision-making.
Lead and develop a high-performing GTM Planning & Analysis team.