Director, GTM Strategy, Planning & Analytics

Job description

Articulate is seeking a Director of GTM Strategy, Planning & Analytics to lead and evolve how we translate company strategy into actionable go-to-market plans, measure business performance, govern the data foundations that support decision-making, and align compensation programs to GTM priorities across Marketing, Sales, Customer Success, and Channel. This role leads an integrated function spanning GTM strategy and planning, forecasting and performance management, analytics and insights, GTM data strategy and governance, and compensation strategy and analytics. The Director will own the end-to-end GTM planning system, translating company growth objectives into targets, capacity and resource plans, forecasts, performance frameworks, and operating rhythms. The role will ensure GTM leaders have clear, decision-ready insights into business performance, risks, opportunities, and tradeoffs. The Director will also provide leadership for GTM data strategy and governance, ensuring that the business logic, metric definitions, data standards, and cross-system requirements underlying GTM decision-making are scalable, consistent, and trusted. In partnership with centralized Data, Engineering, IT, and other teams, this role will establish GTM priorities and requirements while those technical organizations retain responsibility for technical architecture and development. As the leader of this function, the Director will define priorities and operating models, develop managers and senior individual contributors, and partner closely with GTM, Finance, Data, IT, and executive stakeholders to operationalize company strategy and improve GTM performance. ### What you'll do: **GTM Strategy, Planning & Operating System** - 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. **Business Performance, Analytics & Insights** - 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. **GTM Data Strategy & Governance** - 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. **Compensation Strategy & Analytics** - 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. **Strategic Decision Support & Cross-Functional Leadership** - 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. **Leadership & Organizational Development** - 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. ### What you should have: - 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.