Director of Strategy and Planning (GTM)

About the Role

Join Grafana Labs, an open-source powerhouse, as the Director of Strategy & Planning to define and drive growth strategies for our Go-To-Market (GTM) organization. This is an exciting opportunity to build the foundations for future growth through data-driven decision-making in a fast-paced, remote-first environment.

Responsibilities

• Establish standard reports and tools to analyze business performance, set operational targets, and drive planning processes in collaboration with the GTM Operations team.
• Evaluate strategic changes within the GTM organization, including roles, targets, and capacity planning.
• Partner with Global and Regional Sales and Services leaders to assess strategic opportunities such as new market evaluation, M&A integration, vertical planning, and pricing.
• Serve as the subject matter expert on GTM data capture, process linkage, and impact on key metrics and reports.
• Identify operational gaps in reporting and planning, working with Analytics and Business Systems teams to implement scalable solutions.
• Create connective tissue across key internal stakeholders, including Revenue Operations, Marketing, Finance, Data, and GTM leadership.

Requirements

• 7 years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar analytical role.
• Demonstrated track record of strategic thinking, identifying opportunities, envisioning models, and charting paths to capture value while mitigating risks.
• Strong modeling and analytical skills, including comfort with complex segmentation analysis and workforce planning.
• Excellent communication skills, capable of clearly explaining data analysis, its significance ("why it matters"), and recommended actions to executive audiences.
• Prior experience in a Sales or GTM organization, with familiarity with common sales methodologies (e.g., MEDDPICC/MEDDIC) and models (e.g., rep productivity, quota modeling).
• High comfort level operating in ambiguity, prioritizing effectively, and demonstrating strong self-motivation.

Nice-to-Haves

• Previous experience working within an open-source company environment.
• Experience utilizing analysis/BI tools such as Grafana or Tableau.
• Familiarity with subscription management tools (e.g., Salesforce CPQ, Zuora) or sales productivity tools (e.g., Outreach, Clari).