The opportunity
The Senior Director of GTM Planning & Analysis will lead the integrated planning, forecasting, and performance management process across Justworks’ go-to-market organization.
What you'll do
Lead the annual and long-range GTM planning process, translating company: growth goals and financial targets into an integrated operating plan across Marketing, Sales, Partnerships, Customer Success, Product, and other GTM functions.
Build and maintain the integrated GTM model connecting marketing investment,: demand generation, pipeline, conversion, sales capacity, productivity, retention, expansion, product mix, and revenue outcomes.
Connect top-down company objectives with bottom-up functional plans and: assumptions, identifying gaps, trade-offs, and the actions required to create a credible path to the financial plan.
Ensure Marketing and Revenue plans, investments, resources, and capacity: ladder to shared GTM priorities and company objectives.
Model performance across Justworks’ growth motions, including product-led and: self-service acquisition, managed sales, inbound, outbound, partnerships, and customer expansion.
Partner closely with Marketing and Finance to connect marketing spend by: channel and program to expected demand, pipeline, bookings, CAC, payback, and return on investment.
What they're looking for
- Own GTM forecasting and reforecasting processes, identifying performance: gaps, underlying drivers, risks, and opportunities.
- Lead sales capacity, headcount, productivity, quota, and territory planning: in partnership with Sales and Revenue Operations leadership.
- Develop scenario models that help executives evaluate trade-offs across: investment, hiring, productivity, channel mix, product mix, and growth.
- Establish a consistent performance-management framework across the GTM: organization, including shared definitions, metrics, reporting, and operating cadences.
