SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 230,000 - 275,000 / annual
Grafana Labs, the company behind Grafana Cloud (a fully managed observability platform trusted by 10,000+ organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce), is seeking a Director of Strategy & Planning to join its GTM organization. Reporting to the VP of Revenue Operations, you will lead the planning function and work cross-functionally with Sales, Sales Engineering, Customer Experience, SDR, and Partners teams to define growth strategies, provide business performance insights, and establish data-driven decision-making standards.
Key responsibilities include:
- Establish standard reports and analytical tools to analyze business performance, set operational targets, and drive planning processes with the Go-To-Market Operations team
- Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions
- Develop revenue and capacity scenarios accounting for usage variability, customer adoption, and expansion/contraction across cohorts, segments, and regions
- Evaluate strategic opportunities and transformational initiatives with Global and Regional Sales and Services leaders (new market evaluation, M&A integration, vertical planning, pricing)
- Become an expert in GTM data capture, business process alignment, and impact on key metrics and reports
- Identify operational gaps in reporting capabilities and inefficiencies in planning processes; partner with Analytics and Business Systems teams to build scalable solutions
- Create connective tissue across Revenue Operations, Marketing, Finance, Data, and GTM leadership
- Build scalable, self-service planning processes to improve consistency and reduce manual coordination
- Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy
- Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets
- Set priorities for the planning function and lead cross-functional initiatives to close reporting and planning infrastructure gaps
- Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting
This is a hands-on leadership role with ownership of the planning agenda and underlying models. Grafana is a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital.
REQUIREMENTS:
- 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or related analytical field, including experience leading a planning function or major cross-functional programs
- Demonstrated track record of strategic thinking and analysis—identifying opportunities, envisioning models, and strategic paths to capture them, plus spotting emerging risks
- Strong modeling and analytical skills with comfort in complex segmentation analysis and workforce planning
- Excellent communication skills with executive audiences; ability to explain "what it is," "why it matters," and "what should we do" in terms of data and analysis
- Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity, including evolving capacity models, coverage strategies, and planning processes
- Experience in a Sales or GTM organization with familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models (rep productivity, rep capacity, campaign influence, quota modeling)
- High comfort with ambiguity; ability to identify right priorities and execute without external motivation
- Critical and creative thinking; ability to reorient to obstacles and define better paths to achieve goals
BONUS QUALIFICATIONS:
- Previous experience in open source
- Experience with Grafana, Tableau, or other analysis/BI tools
- Familiarity with Salesforce CPQ, Zuora, or other CPQ/Q2C/subscription management tools
- Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai)
- Familiarity with SQL or similar database querying language
- Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning, forecasting, and reporting
