Celonis
Head of GTM Strategy and Planning
Munich, Germany +2 · Director · Full-time · Posted Sep 18, 2026
- Location
- Munich, Germany
London, United Kingdom
Raleigh, US, North Carolina - Experience
- Significant experience requested; no number of years specified.
About the job
Leads Celonis’ annual and multi-year go-to-market planning, aligning strategy, territories, staffing, and investments with growth and profitability goals.
What you'll do
- Own integrated GTM planning, including territory and segment strategy, resource allocation, role design, and scenario modeling.
- Coordinate senior cross-functional stakeholders and communicate planning priorities, allocations, and expected outcomes.
- Lead year-round GTM initiatives and monitor plan performance through reporting, dashboards, and periodic reviews.
What they ask for
- Significant experience in SaaS and/or AI-oriented technology companies in GTM strategy, sales planning, revenue operations, or sales strategy.
- Expertise in territory planning, segmentation, account assignment, and designing and implementing planning processes.
- Strong understanding of enterprise SaaS go-to-market models, sales structures, and drivers of ACV, ARR, win rates, and productivity.
- Experience optimizing GTM ratios and organizational design, plus analytical, modeling, stakeholder-management, and program-management skills.
Tools
Excel, Tableau, Looker
AI focus
The role plans GTM strategy at an enterprise AI-oriented technology company; it does not specify direct AI development or implementation duties.
Model-written summary · the original posting is authoritative