Head of GTM Strategy and Planning

Join our team as the Head of GTM Strategy and Planning. In this role, you will be responsible for translating our go-to-market strategy into capacity plans, territories, quotas, and incentive design. You will operate as a strategic advisor to GTM and Finance leadership, balancing competitiveness, simplicity, scalability, and financial discipline. Your work will directly influence revenue predictability, seller behavior, retention, and long-term growth. You will lead capacity planning, overall target design, and the annual Go-To-Market planning process. Additionally, you will partner with Finance and GTM leadership to model capacity needs and establish planning frameworks and analytics.

• Translating GTM strategy into capacity plans, territories, quotas, and incentive design that drives the right outcomes across direct and partner motions.
• Leading capacity planning (HC and GPU), overall target design (booking, consumption, pipegen), that enables Fireworks’ rapid expansion across the globe.
• Designing and driving the annual Go-To-Market planning process for the COO organization, including leading GTM capacity planning and target-setting.

• 9+ years in GTM planning, quota setting, and/or productivity-related revenue operations work streams at a high-growth company, including ownership of a plan presented to a board or CFO
• Significant experience interacting with C-suite Executives and closely partnering with Leaders at the VP level and below
• Significant experience in relevant fields and a comprehensive understanding of go-to-market design & sales planning, including territory design and incentive compensation
• Advanced analytical and financial modeling skills with a superb ability to drive high value insights
• SQL and BI fluency, and experience with a planning or forecasting platform (for example Anaplan, Clari or Xactly)
• Hands-on experience planning a consumption-based or hybrid commit-plus-usage business
• BA/BS degree in engineering, accounting, finance, economics or other quantitative fields preferred
• Experience at an AI/ML infrastructure, developer tools, or API-first company
• Familiarity with manager overrides, overlay roles (e.g. SAs / field engineers), marketplace/channel nuances, and self-serve → sales-assisted conversions
• Background in investment banking, finance or management consulting
• Experience scaling a GTM organization through hypergrowth