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Celonis is seeking a Head of GTM Strategy and Planning to serve as the strategic architect of the company's annual and multi-year go-to-market planning processes. Reporting to the SVP Revenue Operations, this role will coordinate across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable GTM strategy. The successful candidate will be responsible for optimizing GTM investments, resource allocation, and organizational structure to drive sustainable growth and performance.
Key responsibilities include:
- Leading the annual GTM planning process with bottom-up and top-down coordination across all business functions to balance growth with profitability
- Developing and maintaining territory and segment strategy, designing structures that optimize for pipeline generation, ACV/ARR growth, and team productivity
- Defining and refining GTM ratios (AE to SDR, territories to manager, etc.) and analyzing performance to recommend resource allocation adjustments
- Conducting organizational design analysis to determine optimal coverage models, account assignments, and team structures
- Building and maintaining planning systems and frameworks to ensure consistency and rigor in planning and decision-making
- Developing custom models and scenarios to stress-test plans and guide leadership through strategic trade-offs
- Coordinating cross-functional stakeholder alignment and facilitating discussions to build buy-in and ensure feasibility
- Communicating the plan, cascading priorities, resource allocation, and expected outcomes across the organization
- Leading GTM strategy initiatives throughout the year, including Global Accounts strategy, New Logo go-to-market approach, market expansion planning, and channel/partner strategy
- Developing and maintaining critical business reporting and dashboards to track plan versus actual performance
- Conducting periodic reviews of plan performance to identify what's working and inform future iterations
- Serving as a strategic advisor to Revenue Operations and business leadership on GTM strategy and organizational design
- Driving process improvements and modernization in planning approaches using data, technology, and best practices
Requirements:
- Significant experience in SaaS and/or AI-oriented tech companies in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
- Deep expertise in territory planning, segmentation strategy, and account assignment with demonstrated success designing and implementing planning processes
- Strong understanding of enterprise SaaS go-to-market models, sales structures, and factors driving ACV, ARR, win rates, and team productivity
- Hands-on experience defining and optimizing GTM ratios and ability to articulate their impact on performance
- Demonstrated ability to think through organizational design and experience designing roles, coverage models, and team structures
- Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.) and ability to build custom models and run scenarios
- Strong analytical and problem-solving skills with ability to work with complex data and translate insights into actionable recommendations
- Excellent stakeholder management and communication skills with proven ability to coordinate across senior leaders and build consensus
- Strategic thinking with ability to see the big picture and understand interconnections between GTM strategy, resource allocation, and business outcomes
- Project and program management expertise with ability to run multiple initiatives in parallel
