Head of GTM Strategy and Planning

Job description

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet. **The Team:** The Global Lead, GTM Strategy and Planning will work as part of the Revenue Operations leadership team, reporting to the SVP Revenue Operations. This role is the strategic architect of Celonis' annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable go-to-market strategy. This person is responsible for ensuring our GTM investments, resource allocation, and organizational structure are optimized to drive sustainable growth and performance. **The Role:** This role owns the design and execution of our integrated GTM planning processes. You will lead comprehensive territory planning, segmentation strategy, role definition, and resource allocation exercises that balance growth objectives with sustainable unit economics. You will be the custodian of our GTM ratios and thought leader on how we structure our go-to-market. You will design and maintain the planning systems and frameworks we use to make decisions, while also being comfortable working offline and with custom modeling to stress-test plans and guide strategic decisions. You will coordinate senior stakeholders across the business to build consensus around the plan and drive alignment on priorities, resource allocation, and GTM strategy. Beyond planning, you will run critical programs and projects throughout the year that ladder up to the plan—such as Global Accounts management, New Logo strategy, and organizational design initiatives. **The work you’ll do:** - Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability - Develop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV/ARR growth, and team productivity - Define and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and recommend adjustments to optimize resource allocation - Conduct role and organizational design analysis; think through optimal coverage models, account assignments, and team structures to drive business outcomes - Build and maintain planning systems and frameworks; ensure consistency and rigor in how we approach planning, modeling, and decision-making - Develop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and help them understand implications of different strategic choices - Coordinate cross-functional stakeholder alignment on the plan; facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility - Communicate the plan cascading priorities, resource allocation, and expected outcomes to the broader organization - Lead GTM strategy initiatives and programs throughout the year, such as: Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, channel and partner strategy - Develop and maintain critical business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections - Conduct periodic reviews of plan performance; identify what's working, what isn't, and inform next iteration of planning - Serve as a strategic advisor to Revenue Operations and business leadership on GTM strategy, resource allocation, and organizational design decisions - Drive process improvements and modernization in how we approach planning, using data, technology, and best practices to increase effectiveness **The qualifications you need:** - Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy - Deep expertise in territory planning, segmentation strategy, and account assignment; demonstrated success designing and implementing planning processes - Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity - Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.); ability to articulate why ratios matter and how they impact performance - Demonstrated ability to think through organizational design; experience designing roles, coverage models, and team structures that drive results - Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.); ability to build custom models, run scenarios, and communicate findings to leadership - Strong analytical and problem-solving skills; ability to work with complex data, identify patterns, and translate insights into actionable recommendations - Excellent stakeholder management and communication skills; proven ability to coordinate across senior leaders, build consensus, and drive alignment - Strategic thinking with ability to see the big picture and understand interconnections between GTM strategy, resource allocation, and business outcomes - Project and program management expertise; ability to run multiple initiatives in parallel while keeping organization aligned to core strategy **What Celonis can offer you:** - Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations. - Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants. - Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment. - Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration. - Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform. - Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance. - Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually. - Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued. - Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision. **About Us:** Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide. Get familiar with the Celonis Process Intelligence Platform by watching this [video](https://www.youtube.com/watch?v=YR5oRJGhJYg&list=PLuVor-ZUD4pnM6G33C5D0tjXUvlTPYBRe). **Celonis Inclusion Statement:** At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen. **Your Privacy:** Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ [Accessibility and Candidate Notices](https://www.celonis.com/careers/candidate-notices) By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our [Privacy Notice for the Application and Hiring Process](https://www.celonis.com/careers/privacy-notice/). **Use of Artificial Intelligence Tools** We rely on an artificial intelligence tool to match the information from your resume to the relevant Celonis job descriptions. This processing is limited to the information provided in your resume or in your candidate profile. The tool produces a match score per candidate for a role, suggests preliminary ranking, and provides recommendations. The tool is only used for support in parts of the job application process, including to facilitate the identification of the relevant Celonis Jobs for candidates and recruiters. All final decisions are made by hiring managers and the Celonis talent acquisition team. Hiring managers and HR specialists use this tool responsibly, are aware of the risk of potential bias, and are equipped to mitigate it. Please be aware of common job offer scams, impersonators and frauds. Learn more [here](https://www.celonis.com/careers/fraud-alert/).