Sr. Director, GTM Strategy and Planning

About the Role

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform. Our customers, including Coca-Cola, LinkedIn, Adobe, LVMH, and Bayer, rely on our platform to outpace competition.

Reporting to the VP of Global GTM Strategy, Planning & Operations, the Sr. Director of GTM Planning will lead the strategy, process, and execution of its Go-To-Market planning operations. This individual will oversee a global team of 3–5 and partner closely with senior cross‑functional leaders across Sales, Customer Success, Marketing, Alliances, Finance, and Operations to drive a scalable, data‑driven GTM motion.

Responsibilities include owning the full GTM planning lifecycle—segmentation, capacity modeling, headcount planning, territory design, and quota setting—and ensuring operational readiness against the company’s long‑range growth strategy.

Key Responsibilities

• Own and lead the annual and in‑year GTM planning process, including headcount planning, territory carving, quota allocation, and performance forecasting.
• Drive readiness activities and enhancements ahead of the planning season—process improvements, tooling, data quality, and stakeholder alignment.
• Partner with cross‑functional stakeholders to ensure consistent inputs, aligned timelines, and scalable processes.
• Analyze market trends and internal performance to inform planning recommendations and forward‑looking strategies.
• Build frameworks and models to assess coverage, capacity, and productivity across Sales and adjacent functions.
• Establish governance and operating rhythms around GTM planning, including timelines, decision points, and plan reviews.
• Define and manage GTM rules of engagement to ensure effective collaboration and customer‑centric outcomes.
• Lead and mentor a team of 3–5 high‑performing analysts and managers supporting core GTM operations.
• Deliver clear and actionable insights that drive execution, alignment, and accountability across GTM.

Ideal Candidate Profile

• 8–10+ years of experience in GTM business planning, sales operations, or revenue operations roles—ideally within SaaS or tech environments.
• Demonstrated ownership of end‑to‑end GTM planning processes across large or scaling organizations.
• Proven success working cross‑functionally across Sales, CS, Marketing, Finance, and Ops teams.
• Strong analytical mindset with the ability to interpret complex data and build scalable models.
• Excellent project management and organizational skills with a focus on precision, quality, and on‑time execution.
• Strategic thinker with strong attention to detail and an ability to execute in both structured and ambiguous environments.
• Comfortable managing teams and driving results through influence as well as ownership.
• Exceptional written and verbal communication skills; confident working with VP‑ and SVP‑level stakeholders.
• Familiarity with SaaS metrics and revenue performance concepts (e.g., productivity, ramp, coverage, attainment).

Base Salary Range: $233,000 – $314,000 USD

Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)

We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper—it’s how we connect, innovate, and lead.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.

Fraud Recruitment Disclaimer

Prospective candidates are being contacted by certain individuals under false pretenses. All official correspondence will come from an @anaplan.com email address. If you have doubts, please email before taking any action.

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