Sonar
Director, GTM Strategy and Planning, Global
San Mateo, CA · On-site · Director · Full-time · Posted Oct 13, 2026
- Experience
- 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology; no alternatives stated.
About the job
Leads Sonar’s global go-to-market strategy and planning, translating company goals into revenue plans, coverage models, market priorities, and pipeline targets.
What you'll do
- Drive annual and in-year GTM planning, including revenue headcount, capacity models, quota setting, territory design, and pipeline targets.
- Set segmentation, coverage, revenue-team structure, and geo expansion priorities; develop partner GTM strategy.
- Partner with Finance and senior GTM leaders on financial planning, sales compensation analysis, and executive performance materials.
What they ask for
- 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology.
- Experience managing and developing a team and building high-functioning strategy functions.
- Hands-on experience with segmentation, quota design, territory planning, and headcount modeling at scale.
- Deep knowledge of B2B SaaS go-to-market models, market sizing and entry prioritization, and sales compensation; able to align senior stakeholders.
Model-written summary · the original posting is authoritative