GTM Strategy & Planning Manager
About Us
Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the Role
We're looking for a GTM Strategy & Planning Manager to support the go-to-market planning process across our Commercial, Enterprise, and supporting overlay sales teams. This is an individual-contributor role sitting in GTM Strategy & Operations. You'll help set quotas, design territories, and plan headcount that determine how the sales org is organized and measured. You'll work with sales leadership, Finance, and People/Recruiting, helping translate top-down revenue targets into a bottoms-up operating plan the field can execute against.
This is a full-time position based out of our Oakland / Denver / New York / Austin office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.
What You’ll Do
Support annual and quarterly sales quota-setting across the Commercial, Enterprise, and overlay segments, contributing to the top-down/bottoms-up reconciliation across AMER, EMEA, and APAC
Help apply and maintain the framework and methodology for designing territories that are balanced, distributing opportunity equitably and supporting coverage targets
Partner with Field Operations team to segment and assign the installed base across the business on a quarterly / semi-annual cadence
Contribute to headcount planning in partnership with Sales leadership, Field Operations, and Finance, helping tie ramp assumptions and capacity to the revenue plan
Support development of sales strategy with our Field Operations team: segmentation, coverage model, and go-to-market motion recommendations grounded in pipeline and productivity analysis
Help design experiments to test current GTM strategy and use the results to inform broader GTM transformations
Produce recurring capacity, attainment, and productivity analyses that inform in-year adjustments to territories and headcount
Contribute to top-down revenue and churn forecasts to help the business adapt to changing market conditions
Partner with other GTM Strategy & Planning teammates to ensure pipeline targets align with the business strategy and goals
Skills We’re Looking For
4 to 7 years in sales strategy, sales planning, revenue operations, or a comparable analytical GTM role, ideally with exposure to quota-setting and territory design
Strong organizational and program management skills
Solid quantitative modeling skills; able to build capacity, quota, and territory models from data, working from existing templates or from scratch
Working SQL and Salesforce proficiency; comfortable pulling and validating your own data rather than relying solely on pre-built reports
Ability to help turn ambiguous revenue targets into concrete, defensible operating plans that support sales leadership decisions
Ability to influence stakeholders across Sales, Finance, and People without formal authority
#LI-HYBRID #LI-MM1
The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.
Oakland Pay Range
$150,573—$188,216 USD