Sr. Manager / Director, GTM Strategy & Planning

Addepar•New York, NY

2d•$184,000 - $230,000

About The Position

Addepar is seeking a Sr. Manager, GTM Strategy & Planning to lead and scale the company's go-to-market strategy and revenue planning functions. This role is positioned at the intersection of strategic planning, commercial operations, and pricing strategy. The ideal candidate will possess strong leadership, deep business acumen, and the ability to translate vision into operational execution. This role is leveled as Senior Manager or Director based on experience and offers significant growth potential within Addepar's scaling GTM organization. Success in this role is defined by owning and driving GTM strategy and planning outcomes that directly impact Addepar's revenue growth. The responsibilities include leading a team and initiatives focused on pricing strategy, market segmentation, sales productivity, and operational infrastructure. The role involves establishing operational objectives for the function and close collaboration with senior leaders across Sales, Finance, Product, and Marketing to align planning efforts with Addepar's strategic priorities.

Requirements

9+ years of experience in GTM strategy, sales operations, management consulting, investment banking, or a related field, with at least 3 years in a people management role.
Bachelor's degree in a quantitative field (e.g. Statistics, Math, Finance, Engineering, Sciences).
Demonstrated experience owning pricing strategy, including designing pricing models, conducting competitive analysis, and partnering with Product and Sales on monetization decisions.
Strong business acumen and industry knowledge with the ability to align team vision and strategy to Addepar’s objectives; ability to influence senior stakeholders and drive cross-functional alignment.
Proven track record of establishing operational objectives, developing strategic policies, and leading teams through implementation in a fast-paced, high-growth environment.
Excellent communication and executive presence; ability to present complex analyses and strategic recommendations to senior leadership and influence decision-making at scale.
Experience with BI and analytics tools (Tableau, Looker, Databricks etc.) and CRM/sales tech platforms (Salesforce); advanced modeling skills in Excel or similar.
Applicants must be legally authorized to work in the United States for any employer without requiring current or future visa sponsorship (for example, employment-based visas such as H-1B, F-1/OPT, or similar), and must be authorized to begin work in the U.S. on their first day of employment.

Responsibilities

Drive the annual and in-year GTM planning cycle, including revenue planning by market/geo/product, capacity and headcount planning, market segmentation, quota design, and margin planning.
Translate company targets into bottoms-up revenue plans with clear market, segment, and channel assumptions that align Sales, Finance, and executive leadership.
Own ongoing pacing and performance reporting against the plan — leveraging AI-driven forecasting and anomaly detection within business reviews to give leadership real-time visibility into revenue attainment, pipeline health, and predictive forecast accuracy.
Maintain rigorous assumption tracking across GTM plans, utilizing AI-driven pattern recognition to flag real-time shifts in key drivers (market conditions, rep capacity, win rates, pricing) and deploying dynamic scenario modeling to automatically quantify downstream impacts, keeping plans grounded and decision-ready.
Define and refine Addepar's go-to-market pricing framework, including deal structure guidelines, tiered packaging, and discount thresholds — ensuring pricing decisions are grounded in data, competitive context, and long-term value creation.
Partner cross-functionally with Finance, Product, and Marketing to build pricing models, revenue scenarios, and business cases that shape product and go-to-market investment decisions.
Drive deep cross-functional collaboration within Sales & Operations and across Product, Finance, Marketing, and Client teams — serving as the connective tissue that aligns GTM initiatives, removes execution blockers, and ensures shared accountability for revenue outcomes.
Lead the territory carving process, including defining and assigning territories to ensure optimal sales coverage and account alignment.
Partner with Sales Operations to align commission structures and incentive programs with strategic GTM goals, ensuring compensation models reinforce cross-functional collaboration and drive desired behaviors across a coordinated field team.
Lead and develop the GTM Strategy & Planning team, setting direction, managing priorities, and fostering a high-performance culture aligned to Addepar's revenue and growth goals.