Sr. Director, GTM Strategy and Planning

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.

What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.

Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400 global companies who rely on our best-in-class platform.

Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small.

Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!

Sr. Director, GTM Planning

Reports to: VP, Global GTM Strategy, Planning & Operations

About the Role

Anaplan is seeking a Sr. Director of GTM Planning to lead the strategy, process, and execution of its Go-To-Market (GTM) planning operations. This individual will oversee a global team of 3–5 and partner closely with senior cross-functional leaders across Sales, Customer Success, Marketing, Alliances, Finance, and Operations to drive a scalable and data-driven GTM motion.

Reporting to the VP of Global GTM Strategy, Planning & Operations, this role is responsible for owning and executing the full GTM planning lifecycle — including segmentation, capacity modeling, headcount planning, territory design, and quota setting. This leader will be instrumental in ensuring operational readiness and execution against the company’s long-range growth strategy.

Key Responsibilities

• Own and lead the annual and in-year GTM planning process, including headcount planning, territory carving, quota allocation, and performance forecasting
• Drive readiness activities and enhancements ahead of the planning season — process improvements, tooling, data quality, and stakeholder alignment
• Partner with cross-functional stakeholders to ensure consistent inputs, aligned timelines, and scalable processes
• Analyze market trends and internal performance to inform planning recommendations and forward-looking strategies
• Build frameworks and models to assess coverage, capacity, and productivity across Sales and adjacent functions
• Establish governance and operating rhythms around GTM planning, including timelines, decision points, and plan reviews
• Define, and manage GTM rules of engagement to ensure effective collaboration and customer centric outcomes
• Lead and mentor a team of 3–5 high-performing analysts and managers supporting core GTM operations
• Deliver clear and actionable insights that drive execution, alignment, and accountability across GTM

Ideal Candidate Profile

• 8–10 years of experience in GTM business planning, sales operations, or revenue operations roles — ideally within SaaS or tech environments
• Demonstrated ownership of end-to-end GTM planning processes across large or scaling organizations
• Proven success working cross-functionally across Sales, CS, Marketing, Finance, and Ops teams• Strong analytical mindset with the ability to interpret complex data and build scalable models
• Excellent project management and organizational skills with a focus on precision, quality, and on-time execution
• Strategic thinker with strong attention to detail and an ability to execute in both structured and ambiguous environments
• Comfortable managing teams and driving results through influence as well as ownership
• Exceptional written and verbal communication skills; confident working with VP- and SVP-level stakeholders
• Familiarity with SaaS metrics and revenue performance concepts (e.g., productivity, ramp, coverage, attainment)

Base Salary Range:: $233,000 USD - $314,000 USD

Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)

We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day! 

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.  

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It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.  

Anaplan does not:  

• Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.   
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