Director, Strategy & Planning

Grafana Labs

. Establish standard reports and tools to analyze business performance and drive planning processes .

Posted 10/6/2026full-timeRemote • United StatesLead💰 $230,000 - $275,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Expertise in GTM Strategy and Operations, with a strong focus on revenue planning, analytical modeling, and cross-functional collaboration. Proven ability to drive business performance through data analysis, strategic thinking, and effective communication with executive leadership.

Highest-signal resume keywords

GTM Strategy And OperationsRevenue OperationsSales PlanningAnalytical SkillsCross-Functional Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue ModelingSegmentation AnalysisWorkforce PlanningCapacity ModelingQuota ModelingData AnalysisScenario DevelopmentPerformance MetricsSales MethodologiesAI-Assisted Reporting

Soft Skills

Strategic ThinkingAnalytical AbilityCommunication SkillsCritical ThinkingCreative Thinking

Industry Keywords

GTM PlanningSaaSSales MethodologiesRevenue TargetsTerritory StrategyCampaign InfluenceRep ProductivityBusiness PerformancePlanning ProcessesTransformational Initiatives

About the role

Key responsibilities & impact

Establish standard reports and tools to analyze business performance and drive planning processes
Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions
Develop revenue and capacity scenarios accounting for usage variability, customer adoption, and expansion or contraction
Evaluate strategic opportunities and transformational initiatives with Sales and Services leaders
Become an expert in GTM data capture, underlying business processes, metrics, and reports
Identify reporting gaps and planning inefficiencies, and build scalable solutions with Analytics and Business Systems
Connect Revenue Operations, Marketing, Finance, Data, and GTM leadership
Build self-service planning processes that improve consistency and reduce manual coordination
Advise GTM leadership on segmentation, vertical performance, pricing scenarios, and territory strategy
Partner with Finance to align revenue scenarios with workforce budgets and financial targets
Set priorities for the planning function and lead cross-functional initiatives
Implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting

Requirements

What you’ll need

8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field
Experience leading a planning function or major cross-functional programs
Demonstrated strategic thinking and analytical ability
Strong modeling and analytical skills, including complex segmentation analysis and workforce planning
Excellent communication skills with executive audiences
Experience owning GTM planning through significant ARR and headcount growth at a comparable SaaS company
Experience with evolving capacity models, coverage strategies, and planning processes
Experience in a Sales or GTM organization
Familiarity with sales methodologies such as MEDDPICC or MEDDIC
Familiarity with rep productivity, rep capacity, campaign influence, and quota modeling
High comfort with ambiguity
Critical and creative thinking skills

Benefits

Comp & perks

Restricted Stock Units (RSUs)
100% remote, global culture
Career growth pathways
In-person onboarding
30 days of annual leave per annum
3 annual leave days reserved for Grafana Shutdown Days
Transparent communication and regular company-wide updates
Autonomy and support to ship great work and try new things
High-trust, low-ego culture
Approachable, involved leadership