Sr. Manager / Director, GTM Strategy & Planning

What You’ll Do

• Drive the annual and in-year GTM planning cycle, including revenue planning by market/geo/product, capacity and headcount planning, market segmentation, quota design, and margin planning.
• Translate company targets into bottoms-up revenue plans with clear market, segment, and channel assumptions that align Sales, Finance, and executive leadership.
• Own ongoing pacing and performance reporting against the plan — leveraging AI-driven forecasting and anomaly detection within business reviews to give leadership real-time visibility into revenue attainment, pipeline health, and predictive forecast accuracy.
• Maintain rigorous assumption tracking across GTM plans, utilizing AI-driven pattern recognition to flag real-time shifts in key drivers (market conditions, rep capacity, win rates, pricing) and deploying dynamic scenario modeling to automatically quantify downstream impacts, keeping plans grounded and decision-ready.
• Define and refine Addepar's go-to-market pricing framework, including deal structure guidelines, tiered packaging, and discount thresholds — ensuring pricing decisions are grounded in data, competitive context, and long-term value creation.
• Partner cross-functionally with Finance, Product, and Marketing to build pricing models, revenue scenarios, and business cases that shape product and go-to-market investment decisions.
• Drive deep cross-functional collaboration within Sales & Operations and across Product, Finance, Marketing, and Client teams — serving as the connective tissue that aligns GTM initiatives, removes execution blockers, and ensures shared accountability for revenue outcomes.
• Lead the territory carving process, including defining and assigning territories to ensure optimal sales coverage and account alignment.
• Partner with Sales Operations to align commission structures and incentive programs with strategic GTM goals, ensuring compensation models reinforce cross-functional collaboration and drive desired behaviors across a coordinated field team.
• Lead and develop the GTM Strategy & Planning team, setting direction, managing priorities, and fostering a high-performance culture aligned to Addepar's revenue and growth goals.

Who You Are

• 9+ years of experience in GTM strategy, sales operations, management consulting, investment banking, or a related field, with at least 3 years in a people management role.
• Bachelor's degree in a quantitative field (e.g. Statistics, Math, Finance, Engineering, Sciences).
• Demonstrated experience owning pricing strategy, including designing pricing models, conducting competitive analysis, and partnering with Product and Sales on monetization decisions.
• Strong business acumen and industry knowledge with the ability to align team vision and strategy to Addepar’s objectives; ability to influence senior stakeholders and drive cross-functional alignment.
• Proven track record of establishing operational objectives, developing strategic policies, and leading teams through implementation in a fast-paced, high-growth environment.
• Excellent communication and executive presence; ability to present complex analyses and strategic recommendations to senior leadership and influence decision-making at scale.
• Experience with BI and analytics tools (Tableau, Looker, Databricks etc.) and CRM/sales tech platforms (Salesforce); advanced modeling skills in Excel or similar.