Senior Director, GTM Planning & Analysis

Job description

# **Who We Are** At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. [Our Values](https://www.justworks.com/careers#values) If this sounds like you, you’ll fit right in. ## **About the Role** The Senior Director of GTM Planning & Analysis will lead the integrated planning, forecasting, and performance management process across Justworks’ go-to-market organization. This leader will connect company strategy and the financial plan to an integrated GTM plan, translate that plan into functional priorities and resource decisions, measure performance against it, and help leadership adjust investments, execution, or strategy as results evolve. Justworks operates a multi-product platform with a mix of product-led and self-service acquisition, managed sales, partner-led growth, and customer expansion. This role will ensure those motions are planned and managed as one integrated growth system rather than as separate channels. The role will bring together top-down company objectives and bottom-up operating assumptions to create a credible path to the financial plan. This includes connecting marketing investment, demand generation, pipeline, product-led conversion, sales capacity and productivity, partnerships, retention, expansion, product mix, and customer economics into one shared view of the business. This is not primarily a reporting, BI, or attribution function. It is a strategic planning and decision-support function responsible for helping Justworks make better decisions about where to invest, how to deploy resources, and what needs to change when performance differs from plan. ## **What You’ll Work On** - Lead the annual and long-range GTM planning process, translating company growth goals and financial targets into an integrated operating plan across Marketing, Sales, Partnerships, Customer Success, Product, and other GTM functions. - Build and maintain the integrated GTM model connecting marketing investment, demand generation, pipeline, conversion, sales capacity, productivity, retention, expansion, product mix, and revenue outcomes. - Connect top-down company objectives with bottom-up functional plans and assumptions, identifying gaps, trade-offs, and the actions required to create a credible path to the financial plan. - Ensure Marketing and Revenue plans, investments, resources, and capacity ladder to shared GTM priorities and company objectives. - Model performance across Justworks’ growth motions, including product-led and self-service acquisition, managed sales, inbound, outbound, partnerships, and customer expansion. - Partner closely with Marketing and Finance to connect marketing spend by channel and program to expected demand, pipeline, bookings, CAC, payback, and return on investment. - Own GTM forecasting and reforecasting processes, identifying performance gaps, underlying drivers, risks, and opportunities. - Lead sales capacity, headcount, productivity, quota, and territory planning in partnership with Sales and Revenue Operations leadership. - Develop scenario models that help executives evaluate trade-offs across investment, hiring, productivity, channel mix, product mix, and growth. - Establish a consistent performance-management framework across the GTM organization, including shared definitions, metrics, reporting, and operating cadences. - Turn performance into action by helping leadership determine when to adjust investments, capacity, priorities, execution, or underlying assumptions based on actual business results. - Improve visibility into funnel economics and unit economics across channels incustomer segments, products, and sales motions. - Support executive-level GTM reporting with clear insights into performance, outlook, risks, opportunities, and required decisions. - Partner closely with Finance to ensure the GTM operating plan and company financial plan remain tightly connected throughout the year. - Support longer-range GTM strategy through scenario planning, business performance analysis, and evaluation of the conditions required to achieve future growth ambitions. - Build a more automated and scalable planning and analytics environment, leveraging AI, automation, and modern data capabilities to reduce manual work and improve the speed and quality of decision-making. - Lead and develop a high-performing GTM Planning & Analysis team. ## **What You’ll Bring** - Significant experience in GTM planning, strategic finance, FP&A, revenue strategy, Revenue Operations, or a related analytical leadership role. - Demonstrated experience building integrated business or GTM plans that connect financial targets with functional operating assumptions and execution plans. - Strong understanding of B2B SaaS or technology GTM models, including Marketing, Sales, Partnerships, Customer Success, and expansion. - Experience operating in a multi-motion environment that combines product-led or self-service growth with managed sales and partner-led channels. - Strong understanding of the economics of a multi-product platform business and how product mix, customer behavior, acquisition motions, and investment decisions affect growth. - Demonstrated ability to connect marketing investment to demand, pipeline, revenue, CAC, payback, and return on spend. - Deep experience with forecasting, scenario modeling, capacity and productivity planning, resource allocation, and business performance management. - Strong financial and analytical judgment, with the ability to move comfortably between detailed operating models and executive-level recommendations. - Ability to reconcile top-down objectives with bottom-up assumptions, identify gaps or unrealistic expectations, and construct a credible path between the two. - Ability to move from measurement to action by diagnosing performance, identifying underlying drivers, and recommending changes to plans, investments, or priorities. - Strong executive communication skills and the ability to turn complex analysis into a small number of clear insights, trade-offs, and decisions. - Ability to influence senior leaders across Marketing, Sales, Partnerships, Customer Success, Product, and Finance. - Comfort operating in a complex, evolving environment and creating structure where processes, definitions, or ownership may not yet be fully established. - A bias toward simplification, automation, and scalable operating models. - Experience building or leading high-performing analytical teams. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: - **Camaraderie** - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. - **Openness** - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. - **Grit** - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. - **Integrity** - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. - **Simplicity** - Be like Einstein: “Everything should be made as simple as possible, but no simpler.” ## **What Success Looks Like** Justworks will have a single, integrated view of how we plan, fund, execute, and manage GTM growth. Our financial plan and company strategy will translate into a clear GTM plan, with Marketing, Revenue, Partnerships, Customer Success, and Product operating from shared assumptions and priorities. Leaders will understand what investments and resources are required, what outcomes are expected, and how those outcomes contribute to company growth. During the year, we will have a consistent view of performance across product-led, self-service, managed sales, partnerships, and customer growth motions. When results differ from plan, we will understand why and make deliberate decisions about what needs to change. Ultimately, this role will create a more rigorous and dynamic planning discipline that enables Justworks to make faster, better decisions and continuously improve how we invest to drive durable growth. The base wage range for this position based in our New York City Office is targeted at $212,000.00 - $274,000.00 per year. #LI-Hybrid #LI-SP1 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit [Total Rewards @ Justworks](https://www.justworks.com/careers#total-reward-philosophy). # **Diversity At Justworks** Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at [accommodations@justworks.com](mailto:accommodations@justworks.com). Your comfort and success matter to us, and we're here to ensure an inclusive experience. [Our DEIB Report](https://www.justworks.com/press/company-news/justworks-impact-report-2024)