Head of GTM Strategy and Planning

Growth at Celonis depends on getting the plan right: where teams focus, how accounts are covered, and where resources go. This role owns those calls and gets senior leaders aligned behind them.

What the role really is

You’re the architect of Celonis’ annual and multi-year go-to-market plans. You’ll shape the operating model behind growth, from territories and segments to roles, coverage, and investment. The job calls for someone who can build the plan, pressure-test its assumptions, and make the trade-offs clear to leadership.

What you'll do

• Lead the annual planning process across business functions, balancing growth goals with profitability.
• Design territory structures, segmentation, and account assignments.
• Set and review GTM ratios, such as AE to SDR and territories per manager.
• Model role and organizational design, including coverage and team structures.
• Build planning frameworks and systems, then use custom models to test scenarios.
• Bring Sales, Marketing, Customer Success, Finance, and other leaders into alignment on priorities and resources.
• Communicate the plan, its priorities, and expected outcomes across the organization.
• Lead initiatives tied to the plan, including Global Accounts, New Logo strategy, market expansion, and channel and partner strategy.
• Track plan versus actual, explain variances, and review performance to inform future plans.
• Advise Revenue Operations and business leaders on strategy, resource allocation, and organizational design.

What they want

• Significant experience in SaaS or AI focused technology, in GTM strategy, sales planning, revenue operations, or sales strategy.
• Deep experience with territory planning, segmentation, account assignments, and planning processes.
• Strong knowledge of enterprise SaaS go-to-market models and the drivers of ACV, ARR, win rates, and team productivity.
• Experience setting and optimizing GTM ratios.
• A track record in organizational design, role definition, and coverage models.
• Comfort with Excel, Tableau, Looker, or similar planning and modeling tools.
• Strong analysis skills and the ability to turn complex data into clear recommendations.
• Skill working with senior stakeholders, building consensus, and explaining strategic trade-offs.
• Project and program management experience across multiple initiatives.

Why it's interesting

This role has a direct hand in how a global business allocates people and investment to pursue growth. You’ll work across the company, advise leadership, and own planning that connects strategy to how teams actually operate.

Salary

Not disclosed

Location

Munich, Germany. ONSITE. FULL_TIME.