GTM Strategy & Planning Manager
Denver, Colorado, United States, AMER · USA - Austin (dbt) · Hybrid · Posted Oct 6, 2026
At a glance
- Workplace
- Hybrid
- Location
- Denver, Colorado, United States, AMER · USA - Austin (dbt)
About fivetran
- Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.
- As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.
About the role
- The GTM Strategy & Planning Manager will support go-to-market planning processes across Commercial, Enterprise, and overlay sales teams.
- This individual-contributor role within GTM Strategy & Operations focuses on setting quotas, designing territories, and planning headcount to align with revenue targets.
Responsibilities
- Support annual and quarterly sales quota-setting across Commercial, Enterprise, and overlay segments.
- Apply and maintain frameworks for designing balanced territories that support coverage targets.
- Partner with Field Operations to segment and assign the installed base on a quarterly or semi-annual cadence.
- Contribute to headcount planning in partnership with Sales leadership, Field Operations, and Finance.
- Support the development of sales strategy, including segmentation, coverage models, and go-to-market motion recommendations.
- Design experiments to test current GTM strategy and use results to inform broader transformations.
- Produce recurring capacity, attainment, and productivity analyses to inform in-year adjustments.
- Contribute to top-down revenue and churn forecasts to help the business adapt to market conditions.
- Partner with GTM Strategy & Planning teammates to ensure pipeline targets align with business strategy.
Requirements
- 4 to 7 years in sales strategy, sales planning, revenue operations, or a comparable analytical GTM role.
- Experience with quota-setting and territory design.
- Strong organizational and program management skills.
- Solid quantitative modeling skills, including building capacity, quota, and territory models.
- Working SQL proficiency.
- Salesforce proficiency.
- Ability to turn ambiguous revenue targets into concrete, defensible operating plans.
- Ability to influence stakeholders across Sales, Finance, and People without formal authority.
Benefits
- 100% employer-paid medical insurance
- Paid vacation or flexible/unlimited vacation
- Paid sick time
- Inclusive parental leave
- Paid holidays including a year-end Global Week of Rest
- Volunteer days off
- RSU stock grants
- Professional development and training opportunities
- Monthly cell phone stipend
- Mental health support platform
Workplace
- Hybrid work model with two days in the office each week.
Skills
- SQL
- Salesforce
- Quantitative Modeling
- Sales Strategy
- Sales Planning
- Revenue Operations
- Quota-setting
- Territory Design
- Program Management
