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SonarSource is seeking a Director of GTM Strategy and Planning to lead the company's go-to-market strategy and execution across global operations. Sonar is the leader in AI code verification and governance, helping over 75% of the Fortune 100 build trusted, reliable, and compliant software. The company operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C., with over $400M in revenue and profitable, fast-paced growth.
In this role, you will own the complete GTM strategy and planning function, including coverage model design, market prioritization, segmentation, headcount planning, compensation design principles, quota setting, territory design, and pipeline targets. You will be a key financial planning partner to Finance, translating company strategy into integrated operational plans across all regions and segments. This is a critical role in defining how Sonar scales its existing velocity motion and moves upmarket in enterprise with a consultative selling approach.
Key responsibilities include:
- Drive the annual and ongoing GTM planning cycle in partnership with the CRO, CMO, GTM Strategy & Operations, GTM Analytics, and Finance
- Own annual and in-year headcount planning for the revenue organization, translating strategic priorities into capacity models
- Design and run the global quota-setting and territory planning process to balance equitable territories and drive sales productivity
- Drive strategic decisions across the revenue organization including customer segmentation, revenue team structure, and coverage model design
- Own the bottom-up pipeline model and targets across all GTM teams (Sales, Partners, Business Development, Marketing)
- Develop geo-specific GTM strategies and evaluate market entry opportunities using TAM and feasibility analysis
- Develop partner GTM strategy with alliances and channel leadership
- Prepare GTM performance materials for executive forums, including QBRs and Board meetings
- Partner with sales compensation team on compensation design and behavioral analysis
This role requires both strong analytical capabilities to build frameworks and models, as well as executive presence and partnership mindset to work effectively with key stakeholders across the GTM organization and beyond.
REQUIREMENTS:
- 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology environment
- Experience managing and developing a team, with a track record of building high-functioning strategy functions
- Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models
- Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale
- Deep knowledge of B2B SaaS go-to-market models, including segmentation, coverage design, and sales motion optimization across different segments
- Experience with market sizing, TAM/SAM analysis, and market entry prioritization
- Proven ability to operate at the executive level and drive alignment across senior stakeholders
- Clear, concise communicator who can present rigorous work simply and credibly to a broad audience
- Experience designing or advising on sales compensation structures with understanding of how incentive mechanics drive behavior
The company is intentional about in-office culture with three anchor days (Mondays, Tuesdays, Thursdays) to create collaboration rhythm. Candidates must be genuinely based in San Mateo; relocation support is available for the right person.
