# Sr. Manager / Director, GTM Strategy & Planning

**Company:** [Addepar](https://hotfix.jobs/companies/addepar)
**Location:** New York, NY
**Role:** Revenue Operations
**Experience:** 9+ years
**Skills:** Go-to-Market Strategy, Pricing Strategy, revenue planning, Sales Operations, Tableau, Looker, Databricks, Salesforce, Excel, BI Tools, crm platforms, scenario modeling, Forecasting
**Posted:** 2026-07-27

> Lead GTM strategy and planning for Addepar, driving annual revenue planning, pricing frameworks, performance reporting with AI tools, territory design, and cross-functional alignment with Sales, Finance, and Product. Manage the GTM Strategy & Planning team; requires 9+ years experience including people management, quantitative bachelor's degree, and strong pricing/strategy background.

## Job Description

## 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.

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