GTM, Strategic Planning

The company is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search — all deeply integrated and designed for growth. We're building the best developer platform to power the next generation of software companies, and our go-to-market team is scaling fast to match.

We're looking for a lead in Go-To-Market Strategic Planning, to shape how the company's GTM engine runs. This is a high-leverage, high-ownership role that sits at the intersection of strategy, data, and execution. You'll work directly with Success, Sales, Marketing, Finance, Partnerships and Product to build the systems, processes, and insights that help our go-to-market teams move faster and smarter.

WHAT YOU'LL DO

• Own the end-to-end GTM Strategic Planning, covering territory design, segmentation design, target planning and GTM capacity planning.

• Build and maintain a single source of truth for planning data across HubSpot, BigQuery and Hex.

• Translate company priorities into field actions through designing the planning strategy and seeing it through to execution.

• Partner with Sales Leadership to design and iterate on coverage models, segmentation, and team structures that reflect how developers actually buy.

• Define and track the metrics that matter, and surface insights that drive action, not just reporting.

• Lead the Strategic Planning roadmap: guide and lead in tooling investments and evaluate new systems and processes against real business needs.

• Work cross-functionally with talent acquisition, ensuring GTM and territory models stay aligned.

• Collaborate with GTM Engineering on automations and data pipelines so that your strategy translates into working systems, not just slide decks.

WE'LL EXPECT YOU TO

• Operate with high ownership. You set your own agenda, escalate when needed, and don't wait to be asked.

• Work asynchronously and document clearly. We're a globally distributed team and writing is how we think.

• Bridge strategy and execution. From drafting segmentation approaches in Google Docs to using SQL to monitor its effectiveness.

• Build for scale without over-engineering. Simple systems that work beat perfect systems that don't ship.

• Stay close to the customer. Developers are our buyers, and understanding how they discover, adopt, and expand is core to everything you'll do.

YOU MIGHT BE A FIT IF YOU

• Have 6+ years of experience in Revenue Operations, Strategy Consulting, GTM Strategy, or Sales Operations at a B2B SaaS or developer-tools company.

• Are fluent in the GTM stack: HubSpot, BigQuery, and Hightouch.

• Can write SQL comfortably and aren't afraid to get into the data yourself before asking an analyst.

• Have experience designing or overhauling sales processes, forecasting cadences, or territory models in a high-growth environment.

• Understand product-led growth motions: PLS, usage-based triggers, and how PLG data flows into commercial pipelines.

• Thrive with autonomy and are energized by building things that didn't exist before you joined.

• Communicate with clarity across Finance, Sales, Success, Partnerships, Engineering, and Marketing without losing nuance.

WHAT WE OFFER

• Fully Remote

We hire globally. We believe you can do your best work from anywhere. There are no the company offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world.

• ESOP

Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together.

• Tech Allowance

Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work.

• Health Benefits

The company covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us.

• Annual Off-Sites

Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year.

• Flexible Work

We operate asynchronously and trust you to manage your own time. You know what needs to be done and when.

• Professional Development

Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth.

ABOUT THE TEAM

The company was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.

• ~400 team members

• 60+ countries

• 20+ languages spoken

• Over $1B raised (including our $500M Series F)

• 540,000+ community members

We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.