Description
Grafana Labs is seeking a Director, Strategy & Planning to join their team. The successful candidate will report to the VP of Revenue Operations and work with a cross-functional team to define growth strategies, provide insights to business performance, and set the standard for data-driven decision making in GTM.
The Opportunity Grafana's GTM organization is looking for a Director, Strategy & Planning. Reporting to our VP of Revenue Operations, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and set the standard for data-driven decision making in GTM. Success in this role requires deep experience with consumption-based SaaS. You'll understand how customer adoption and usage translate into revenue over time, and use that understanding to guide GTM capacity, productivity, and investment decisions across Sales, SE, CX, SDR, and Partners.
Responsibilities
- 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
- Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives
- Become an expert in how our GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports
- Identify operational gaps in our reporting capabilities and/or inefficiencies in the planning process
- Help create the connective tissue across our internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership
- Build scalable, self-service planning processes that improve consistency and reduce manual coordination across teams
- Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs
- Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets, reviewing performance and recommending adjustments as usage trends change
- Set priorities for the planning function and lead cross-functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure
- Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting, partnering with data to validate results and improve planning efficiency
Requirements
- 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
- Demonstrated track record of strategic thinking and analysis
- Strong modeling and analytical skills
- Excellent communication skills with executive audiences
- Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity
- Experience in a Sales or GTM organization, and familiarity with common sales methodologies and models
- High comfort with ambiguity
- Critical and creative thinking skills
Nice to Have
- 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 or sales productivity tools
- Familiarity with SQL or similar database querying language
- Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning, forecasting, and reporting
Compensation & Rewards
- The OTE compensation range for this role is $230,000 - $275,000
- All roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success