Head of GTM Strategy and Planning
No salary listed
Expert
Munich, Germany
HybridFlexible hybrid work model; office collaboration.
Sales & Account ManagementSales Operations
About the job
Requirements
- Significant experience in SaaS and/or AI-oriented technology companies in roles focused on go-to-market strategy, sales planning, revenue operations, or sales strategy.
- Deep expertise in territory planning, segmentation strategy, and account assignment, with demonstrated success designing and implementing planning processes.
- Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive annual contract value, annual recurring revenue, win rates, and team productivity.
- Hands-on experience defining and optimizing go-to-market ratios, such as account executive to sales development representative and territories to manager, and the ability to explain their effect on performance.
- Demonstrated ability to perform organizational design, including experience designing roles, coverage models, and team structures that drive results.
- Comfort with planning and modeling tools such as Excel, Tableau, and Looker; ability to build custom models, run scenarios, and communicate findings to leadership.
- Strong analytical and problem-solving skills, including ability to work with complex data, identify patterns, and translate insights into actionable recommendations.
- Excellent stakeholder management and communication skills, with proven ability to coordinate across senior leaders, build consensus, and drive alignment.
- Strategic thinking and ability to understand connections between go-to-market strategy, resource allocation, and business outcomes.
- Project and program management expertise, with ability to run multiple initiatives in parallel while keeping the organization aligned to core strategy.
Responsibilities
- Lead the annual go-to-market planning process and coordinate across business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability.
- Develop and maintain territory and segment strategy; design territory structures that optimize pipeline generation, annual contract value and annual recurring revenue growth, and team productivity.
- Define and refine go-to-market ratios, analyze performance, and recommend adjustments to optimize resource allocation.
- Conduct role and organizational design analysis, including coverage models, account assignments, and team structures to drive business outcomes.
- Build and maintain planning systems and frameworks, ensuring consistency and rigor in planning, modeling, and decision-making.
- Develop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and explain the implications of strategic choices.
- Coordinate cross-functional stakeholder alignment on the plan and facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility.
- Communicate the plan, cascading priorities, resource allocation, and expected outcomes to the broader organization.
- Lead go-to-market strategy initiatives and programs throughout the year, including Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, and channel and partner strategy.
- Develop and maintain business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections.
- Conduct periodic reviews of plan performance, identify what is working and what is not, and inform the next iteration of planning.
- Serve as a strategic advisor to Revenue Operations and business leadership on go-to-market strategy, resource allocation, and organizational design decisions.
- Drive process improvements and modernization in planning using data, technology, and best practices to increase effectiveness.
About the company
Celonis offers a Process Intelligence platform that creates a digital twin of an organization's end-to-end processes to show how work actually flows across departments. It collects data from multiple source systems in a system-agnostic way to map processes, reveal bottlenecks, and identify where improvements are possible. Compared with competitors, it stands out by providing an unbiased, cross-system view and by tying process insights to measurable outcomes like faster approvals and cost savings. Its goal is to help large organizations streamline operations, accelerate digital transformation, and realize sustained efficiency by acting on data-driven process improvements.
Company Size
1,001-5,000
Company Stage
Debt Financing
Total Funding
$2.4B
Headquarters
Munich, Germany
Founded
2011
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Simplify's Take
What believers are saying
- AWS expanded collaboration on May 11, 2026 reduces integration friction for enterprise buyers.
- Celonis cited over $11.3 billion customer value in July 2026, strengthening ROI proof.
- India headcount topped 300 in August 2026, expanding engineering and customer-facing capacity.
What critics are saying
- SAP v. Celonis antitrust trial is set for March 8, 2027.
- Celonis' partner-built apps with Valence and WNS invite commoditization and margin pressure.
- Customer value claims from pilots mask deployment complexity across global ERP landscapes.
What makes Celonis unique
- Celonis Context Model launched May 12, 2026, grounds AI in process data.
- Its zero-copy AWS, Databricks, and Fabric integrations keep customers’ operational data in place.
- Sovereign deployments with deepset and STACKIT extend Celonis into regulated European infrastructure.
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Benefits
- Health Insurance
- Dental Insurance
- Life Insurance
- 401(k) Retirement Plan
- 401(k) Company Match
- Unlimited Paid Time Off
- Paid Vacation
- Paid Sick Leave
- Paid Holidays
- Hybrid Work Options
- Company Equity
- Wellness Program