Backed by Accel.
About the role
This role owns the design and execution of our integrated GTM planning processes. You will lead comprehensive territory planning, segmentation strategy, role definition, and resource allocation exercises that balance growth objectives with sustainable unit economics. You will be the custodian of our GTM ratios and thought leader on how we structure our go-to-market.
What they're looking for
- Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
- Deep expertise in territory planning, segmentation strategy, and account assignment, demonstrated success designing and implementing planning processes
- Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
- Hands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.), ability to articulate why ratios matter and how they impact performance
- Demonstrated ability to think through organizational design, experience designing roles, coverage models, and team structures that drive results
- Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.), ability to build custom models, run scenarios, and communicate findings to leadership
More about this role
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.
The Global Lead, GTM Strategy and Planning will work as part of the Revenue Operations leadership team, reporting to the SVP Revenue Operations. This role is the strategic architect of Celonis' annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable go-to-market strategy. This person is responsible for ensuring our...
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