Director Strategy & Planning

Join Grafana, a leading open-source analytics platform, as the Director of Strategy & Planning. In this hands-on leadership role, you will work with cross-functional teams to define growth strategies, analyze business performance, and drive data-driven decision making. You will lead annual and long-range GTM planning, develop revenue and capacity scenarios, and identify operational gaps in reporting capabilities. This position offers a fully remote work environment, competitive benefits, and opportunities for professional development.

• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team.
• Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions.
• Develop revenue and capacity scenarios that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions.

• You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity
• 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross-functional programs
• Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models ( rep productivity, rep capacity, campaign influence, and quota modeling)
• High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
• Strong modeling and analytical skills – comfort with complex segmentation analysis and workforce planning
• Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
• You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals
• Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity, including evolving capacity models, coverage strategies, and planning processes as the organization expands
• Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
• Previous experience in open source
• Experience with Grafana, Tableau or other analysis/BI tools
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools
• Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, )
• Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning, forecasting, and reporting, with sound judgment in validating outputs and underlying assumptions
• Familiarity with SQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN)