The OpportunityGrafana's GTM organization is looking for a Director, Strategy & Planning. Reporting to our VP of Revenue Operations, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and set the standard for data- driven decision making in GTM. Success in this role requires deep experience with consumption-based SaaS. You'll understand how customer adoption and usage translate into revenue over time, and use that understanding to guide GTM capacity, productivity, and investment decisions across Sales, SE, CX, SDR, and Partners. This is a hands-on leadership role with ownership of the planning agenda and the models behind it.
What you'll be doing:- Establish standard reports and tools to analyze business performance, help 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 that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions.
- Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives; New market evaluation, M&A integration, vertical planning, pricing, etc.
- Become an expert in how our GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports.
- Identify operational gaps in our reporting capabilities and/or inefficiencies in the planning process. Work with Analytics and Business Systems teams to build scalable solutions.
- Help create the connective tissue across our internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership
- Build scalable, self-service planning processes that improve consistency and reduce manual coordination across teams.
- Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs.
- Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets, reviewing performance and recommending adjustments as usage trends change.
- Set priorities for the planning function and lead cross-functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure.
- Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting, partnering with data to validate results and improve planning efficiency.
What Makes You a Great Fit:- 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross-functional programs.
- Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
- Strong modeling and analytical skills - comfort with complex segmentation analysis and workforce planning
- Excellent communication skills with executive audiences - explain "what it is", "why it matters" and "what should we do" in terms of your 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 as the organization expands.
- Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models ( rep productivity, rep capacity, campaign influence, and quota modeling)
- High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
- You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.
Bonus Points For:- 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 (you won't be deep in SQL, but helps to have heard of a LEFT JOIN).
- Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning, forecasting, and reporting, with sound judgment in validating outputs and underlying assumptions.
Compensation & Rewards:In the United States, the OTE (On-Target Earnings) compensation range for this role is $230,000 - $275,000 Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes-RSUs help us stay aligned and invested as we scale globally.
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*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market's defined pay range & benefits at the beginning of the process.
