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Salary: USD 212,000 - 274,000 / annual
Justworks is seeking a Senior Director of GTM Planning & Analysis to lead integrated planning, forecasting, and performance management across the go-to-market organization. This strategic leadership role bridges company strategy and financial planning with operational execution, ensuring Marketing, Sales, Partnerships, Customer Success, and Product operate from shared assumptions and priorities.
Key Responsibilities:
- Lead annual and long-range GTM planning, translating growth goals and financial targets into an integrated operating plan across all GTM functions
- Build and maintain integrated GTM models connecting marketing investment, demand generation, pipeline, conversion, sales capacity, retention, expansion, product mix, and revenue outcomes
- Reconcile top-down company objectives with bottom-up functional plans and assumptions, identifying gaps and trade-offs
- Ensure Marketing and Revenue plans, investments, resources, and capacity align with shared GTM priorities
- Model performance across product-led, self-service, managed sales, inbound, outbound, partnerships, and customer expansion motions
- Partner with Marketing and Finance to connect marketing spend by channel and program to demand, pipeline, bookings, CAC, payback, and ROI
- Own GTM forecasting and reforecasting processes, identifying performance gaps, drivers, risks, and opportunities
- Lead sales capacity, headcount, productivity, quota, and territory planning in partnership with Sales and Revenue Operations
- Develop scenario models evaluating trade-offs across investment, hiring, productivity, channel mix, and product mix
- Establish consistent performance-management frameworks across GTM, including shared definitions, metrics, and reporting cadences
- Turn performance data into action by helping leadership determine when to adjust investments, capacity, priorities, or underlying assumptions
- Improve visibility into funnel economics and unit economics across channels, customer segments, products, and sales motions
- Support executive-level GTM reporting with clear insights into performance, outlook, risks, and required decisions
- Partner with Finance to keep GTM operating plan and company financial plan tightly connected throughout the year
- Support longer-range GTM strategy through scenario planning and business performance analysis
- Build automated and scalable planning and analytics environments leveraging AI, automation, and modern data capabilities
- Lead and develop a high-performing GTM Planning & Analysis team
Requirements:
- Significant experience in GTM planning, strategic finance, FP&A, revenue strategy, Revenue Operations, or related analytical leadership role
- Demonstrated experience building integrated business or GTM plans connecting financial targets with functional operating assumptions and execution plans
- Strong understanding of B2B SaaS or technology GTM models, including Marketing, Sales, Partnerships, Customer Success, and expansion
- Experience operating in multi-motion environments combining product-led/self-service growth with managed sales and partner-led channels
- Strong understanding of multi-product platform business economics and how product mix, customer behavior, acquisition motions, and investment decisions affect growth
- Demonstrated ability to connect marketing investment to demand, pipeline, revenue, CAC, payback, and return on spend
- Deep experience with forecasting, scenario modeling, capacity and productivity planning, resource allocation, and business performance management
- Strong financial and analytical judgment, moving comfortably between detailed operating models and executive-level recommendations
- Ability to reconcile top-down objectives with bottom-up assumptions and construct credible paths between the two
- Ability to move from measurement to action by diagnosing performance, identifying drivers, and recommending changes to plans, investments, or priorities
- Strong executive communication skills; ability to turn complex analysis into clear insights, trade-offs, and decisions
- Ability to influence senior leaders across Marketing, Sales, Partnerships, Customer Success, Product, and Finance
- Comfort operating in complex, evolving environments and creating structure where processes, definitions, or ownership may not be fully established
- Bias toward simplification, automation, and scalable operating models
- Experience building or leading high-performing analytical teams
