Director of GTM Strategy and Planning (Global)

Join Sonar as the Director of GTM Strategy and Planning. In this critical role, you will lead the development and execution of our go-to-market strategy, market prioritization, segmentation, headcount planning, and more. You will work closely with key stakeholders across the organization, including the CRO, CMO, and Finance. This position requires a strong analytical approach, executive presence, and a partnership mindset. Enjoy a comprehensive benefits package, including a 401K plan, healthcare coverage, generous PTO, and more.

• Diriger la stratégie et la planification de la mise sur le marché (GTM) de Sonar, en possédant le modèle de couverture du marché, la priorisation du marché, la segmentation, la planification des effectifs, etc.
• Collaborer étroitement avec le CRO, le CMO, la direction des ventes, et d'autres parties prenantes pour traduire le plan de l'entreprise en un plan opérationnel intégré.
• Conduire le cycle de planification GTM annuel et continu, en partenariat avec le CRO, le CMO, et d'autres équipes, et en tenant le processus responsable des jalons clés.

• 10+ years in GTM strategy and finance in B2B SaaS or enterprise technology environment
• Proven ability to operate at the executive level and managing and driving alignment across senior stakeholders
• Experience managing and developing a team, with a track record of building high-functioning strategy functions
• Clear, concise communicator who can present rigorous work simply and credibly to a broad audience
• Experience with market sizing, TAM/SAM analysis, and market entry prioritization
• Deep knowledge of B2B SaaS go-to-market models, including segmentation models, coverage design, and sales motion optimization, across different segments and sales motions
• Hands-on ownership of segmentation, quota design, territory planning, and headcount modeling at scale
• Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating the output into clear strategic direction
• Experience designing or advising on sales compensation structures, with a clear understanding of how incentive mechanics drive behavior