# Head of GTM Strategy and Planning at Celonis

- Company: Celonis
- What the company does: Backed by Accel.
- Company website: http://www.celonis.com/de
- Type: Startups
- Level: Principal and up
- Location: Raleigh, US, North Carolina
- Work setup: On-site
- Posted: 2026-09-18
- Apply by: 2026-11-02
- Apply: https://job-boards.greenhouse.io/celonis/jobs/7997659003?gh_jid=7997659003
- Page: https://www.1752.vc/careers/jobs/celonis-head-of-gtm-strategy-and-planning/

## 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

Tags: Corporate