Senior Director, GTM Planning & Competitive Strategy

Here at Anaplan, we have reinvented how companies see, plan, and run their businesses. Our platform allows our customers to uncover new insights, connect their strategy to their plans, and work in ways they had not previously thought possible. We’re growing fast, constantly innovating, and couldn’t be prouder to help our customers move forward with confidence in a sophisticated and changing world.

We are looking for forward-thinking people who put customer experience at the forefront of every decision. Individuals who thrive on challenges and are ready to grasp the opportunity of a lifetime. Because we fundamentally believe every colleague brings outstanding value to our whole. We are a workplace where each person feels seen, heard, and valued, and can contribute their unique talent to our collective effort. We believe that for ourselves and for our customers.

This position can be located remotely in the U.S. 

Anaplan is looking for a Director or Senior Director, GTM Planning & Competitive Strategy, who will play a key role in shaping and executing Anaplan’s Go-To-Market (GTM) strategy. Reporting to the VP of GTM Strategy & Operations, you will lead a global (onshore and offshore) team of 5-8 individuals to drive core operational processes for the success of Anaplan at the intersection of finance and operations, across the entire GTM organization, and deliver on our ambitious growth objectives. You will interact and collaborate with senior stakeholders across the world and in all of our GTM functions, with significant exposure and visibility across senior levels of the organization.  

Starting from our overall GTM strategy, as defined by the CRO and his leadership team, and supported by the VP of GTM Strategy & Operations, the Dr / SrDr of GTM Planning & Competitive Strategy will be accountable for the following key capabilities: 

• Account Segmentation & Territory Planning 
• Quota & GTM Capacity Planning 
• Target Setting  
• Competitive Strategy & Intelligence 
• Industry Strategy & Sales Play support 

In addition, this leader of GTM Planning & Competitive Strategy will be responsible for the periodic (major annual + minor ad-hoc per year) GTM-wide planning process and associated supporting systems, tools, and data readiness. You will also drive market insights to inform changes to a rolling 12 and 18 month plan based on key market factors and performance. This individual will be the face of planning during the fiscal year and will lead the GTM planning process across the entire GTM organization, to support a makeable growth plan in support of our long-term GTM and corporate ambitions.  

Your Impact 

• Define and drive annual GTM planning programs across all GTM functions including strategy definition, territory and quota planning, and target setting 
• Drive “pre-season” preparation for the annual planning process, such as tool and process enhancements, based on lessons learned 
• Administer periodic (quarterly) update program on progress against capacity plans and corrective action(s) to be taken 
• Solve ad-hoc requests in a programmatic, rigorous manner to align one-time insights into repeatable analyses 
• Collaborate with and collect inputs from across peer teams in GTM 
• Drive competitive intelligence and strategy definition across core industry verticals, including quarterly market insights to be actioned as needed by other functions across GTM and Product 
• Prioritize issues and decisions for executive and senior executive engagement, including facilitating ongoing steering committees and ownership of plans of record / steercos as requried 
• Lead and support any detailed analysis to enable decision making across key stakeholders 
• Lead timelines and deliverables for cross-functional reporting snapshots: BOD contributions, QBRs, Monthly Reports, AOP, etc. 

Your Qualifications 

To be successful in the role, you must possess the following skills: 

• Bachelors degree in Business, Finance, Economics, Management, or Finance. A master’s degree or equivalent in Business Administration, Economics, Management would be advantageous but not essential. 
• 5+ years in top-tier management consulting 
• 5-10+ years of demonstrated first-line leadership experience in global GTM or corporate strategy roles 
• Concurrently, 5+ years leading sophisticated high-impact and high-visibility initiatives, delivering on operational objectives/outcomes 
• Strong project/time management and organizational skills 
• Exceptional analytical skills (quantitative and qualitative) and verbal / written communication skills 
• Demonstrated knowledge of SaaS financial and operational concepts (e.g. RevOps) <