GTM Strategy & Planning Manager

About the role

Fivetran’s mission is to make access to data as simple and reliable as electricity, delivering customer data to warehouses ready to query without engineering or maintenance. Fivetran and dbt Labs are bringing together their data movement and analytics engineering capabilities to help organizations move, transform, and trust their data for analytics, AI, and business decisions. During this transition, candidates may see references to both companies throughout the recruiting process.

The GTM Strategy & Planning Manager is an individual contributor within GTM Strategy & Operations, supporting go-to-market planning across Commercial, Enterprise, and supporting overlay sales teams. You will help set quotas, design territories, and plan headcount, partnering with Sales leadership, Finance, and People/Recruiting to translate top-down revenue targets into a bottoms-up operating plan.

This full-time position is based in the Oakland, Denver, New York, or Austin office. The hybrid schedule includes two days in the office each week.

Responsibilities

• Support annual and quarterly sales quota-setting across Commercial, Enterprise, and overlay segments, contributing to top-down/bottoms-up reconciliation across AMER, EMEA, and APAC.
• Help apply and maintain a territory-design framework that balances territories, distributes opportunity equitably, and supports coverage targets.
• Partner with Field Operations to segment and assign the installed base quarterly or semi-annually.
• Contribute to headcount planning with Sales leadership, Field Operations, and Finance, tying ramp assumptions and capacity to the revenue plan.
• Support sales strategy development with Field Operations, including segmentation, coverage models, and go-to-market motion recommendations grounded in pipeline and productivity analysis.
• Help design experiments to test current GTM strategy and use results to inform broader GTM transformations.
• Produce recurring capacity, attainment, and productivity analyses to inform in-year territory and headcount adjustments.
• Contribute to top-down revenue and churn forecasts to help the business adapt to changing market conditions.
• Partner with GTM Strategy & Planning teammates to align pipeline targets with business strategy and goals.

Requirements

• 4–7 years of experience in sales strategy, sales planning, revenue operations, or a comparable analytical GTM role, ideally with exposure to quota-setting and territory design.
• Strong organizational and program management skills.
• Solid quantitative modeling skills, including the ability to build capacity, quota, and territory models from existing templates or from scratch.
• Working proficiency in SQL and Salesforce, with confidence pulling and validating your own data rather than relying solely on pre-built reports.
• Ability to translate ambiguous revenue targets into concrete, defensible operating plans that support sales leadership decisions.
• Ability to influence stakeholders across Sales, Finance, and People without formal authority.

Benefits

• 100% employer-paid medical insurance.*
• Generous paid time away, including paid vacation or flexible/unlimited vacation depending on role and country, paid sick time, inclusive parental leave, paid holidays, a year-end Global Week of Rest, and volunteer days off.
• RSU stock grants.*
• Professional development and training opportunities.
• Company virtual happy hours, free food, and team-building activities.
• Monthly cell phone stipend.
• Access to a mental health support platform offering personalized therapy, coaching, and self-guided mindfulness resources for covered employees and their covered dependents.

*The source marks these benefits with an asterisk but does not provide an accompanying qualification.