Note: The job is a remote job and is open to candidates in USA. Articulate is a SaaS provider of creator platforms for online workplace training. The Director of GTM Strategy, Planning & Analytics will lead go-to-market strategy, planning, forecasting, analytics, data governance, and compensation strategy across Marketing, Sales, Customer Success, and Channel. The role will translate company strategy into actionable plans, provide decision-ready performance insights, and lead a multidisciplinary organization.
Responsibilities
- Lead the end-to-end GTM planning system, including annual and quarterly planning, forecasting, target setting, capacity planning, resource allocation, and performance management
- Translate company growth objectives and strategic priorities into aligned GTM targets, resource plans, and execution strategies across functions, segments, regions, and products
- Establish and continuously improve GTM operating rhythms, including planning cycles, forecast reviews, executive business reviews, and performance-management processes
- Develop scalable planning frameworks, governance models, and operating standards that enable GTM teams to adapt to changing business priorities
- Evaluate strategic tradeoffs across GTM investments and develop recommendations regarding capacity, coverage, demand generation, retention, enablement, and other GTM investments
- Partner with Finance and GTM leadership on scenario planning, investment decisions, and resource allocation
- Define performance measurement frameworks that provide consistent visibility into GTM health across the customer lifecycle
- Lead the development of analytics and insights that enable GTM leaders to understand performance, identify risks and opportunities, and make informed business decisions
- Ensure forecasting, pipeline, funnel, retention, productivity, and other critical GTM performance measures are clearly defined and consistently understood
- Translate complex business performance into clear, decision-ready insights and recommendations
- Identify emerging performance trends and develop recommendations to improve near- and medium-term GTM effectiveness
- Establish priorities for GTM analytics based on business impact and ensure analytical resources are focused on the highest-value questions
- Lead the GTM data strategy and governance function, establishing priorities for the integrity, scalability, and evolution of the GTM data foundation
- Ensure consistent GTM business logic, metric definitions, dimensions, and data standards across systems, reporting, and business processes
- Establish governance for GTM data definitions, lineage, quality, and usage in partnership with Data, Engineering, IT, Finance, and GTM stakeholders
- Ensure GTM business requirements are clearly defined and aligned before technical development begins
- Oversee prioritization of GTM data initiatives and make recommendations regarding sequencing, dependencies, business impact, and tradeoffs
- Ensure data structures and governed data assets support critical GTM use cases including forecasting, pipeline management, compensation, retention, planning, and performance measurement
- Partner with centralized Data and technical organizations to ensure GTM requirements inform technical roadmaps while maintaining clear accountability between business ownership and technical execution
- Improve adoption and understanding of governed data assets, metrics, and BI capabilities across GTM
- Lead GTM compensation strategy and planning in partnership with GTM and Finance leadership
- Ensure compensation programs align with company objectives, GTM priorities, targets, quotas, and desired business outcomes
- Lead compensation modeling and analytics to evaluate program effectiveness, cost, performance, and behavioral impact
- Establish governance and decision frameworks for compensation design and changes
- Partner with GTM leadership on quota and incentive strategy and provide recommendations regarding tradeoffs and program design
- Ensure compensation planning is integrated with broader capacity, target, resource, and financial planning
- Serve as a strategic partner to GTM, Finance, Data, IT, and other functional leaders
- Structure complex and ambiguous GTM problems, bringing together business context, data, financial implications, and operational considerations
- Develop recommendations regarding GTM priorities, investments, organizational tradeoffs, and performance improvement
- Lead cross-functional strategic initiatives from problem definition through recommendation and implementation
- Collaborate with senior leaders to turn company strategy into actionable GTM plans and ensure alignment across functions
- Communicate plans, performance, risks, recommendations, and tradeoffs clearly to senior and executive stakeholders
- Lead and develop a multidisciplinary organization spanning strategy, planning, analytics, data strategy, and compensation
- Translate functional priorities into clear objectives, execution plans, and measurable outcomes
- Coach managers and individual contributors toward outcomes, impact, and increasingly strategic thinking
- Establish clear accountability and decision rights across the function
- Build cross-functional relationships that enable the team to operate effectively across organizational boundaries
- Continuously evolve the team's capabilities, processes, and operating model as business needs change
- Create clarity around priorities and ensure the organization remains focused on its highest-impact work
Skills
- 12+ years of experience in GTM strategy, business operations, revenue operations, planning, analytics, data strategy, or related functions, preferably within B2B SaaS
- 5+ years of people leadership experience, including experience leading managers and/or senior individual contributors
- Proven experience leading GTM planning, forecasting, target setting, capacity planning, and performance management
- Strong understanding of GTM analytics, SaaS metrics, customer lifecycle performance, and executive decision support
- Experience with GTM data strategy, metric governance, data definitions, and the relationship between business requirements and modern data ecosystems
- Experience with compensation strategy, quota planning, incentive design, compensation analytics, or closely related planning disciplines
- Demonstrated ability to structure ambiguous business problems and translate complex information into actionable recommendations
- Strong systems thinking and understanding of dependencies across CRM, data warehouse, BI, planning, and GTM execution environments
- Demonstrated ability to influence senior stakeholders across Sales, Marketing, Customer Success, Finance, Data, IT, and other functions
- Strong leadership, communication, prioritization, and judgment
- Bachelor's degree or equivalent practical experience
Benefits
- Remote work arrangement
Company Overview