Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model \u2014 which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI’s operational blind spots into operational clarity. World’s leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there’s a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.<\/p>\n
The Team:<\/p>\n
The Global Lead, GTM Strategy and Planning will work as part of the Revenue Operations leadership team, reporting to the SVP Revenue Operations. This role is the strategic architect of Celonis’ annual and multi-year GTM planning processes, coordinating across Sales, Marketing, Value Engineering, Services, Finance, and the broader business to ensure aligned, balanced, and executable go-to-market strategy. This person is responsible for ensuring our GTM investments, resource allocation, and organizational structure are optimized to drive sustainable growth and performance.<\/p>\n
The Role:This role owns the design and execution of our integrated GTM planning processes. You will lead comprehensive territory planning, segmentation strategy, role definition, and resource allocation exercises that balance growth objectives with sustainable unit economics. You will be the custodian of our GTM ratios and thought leader on how we structure our go-to-market. You will design and maintain the planning systems and frameworks we use to make decisions, while also being comfortable working offline and with custom modeling to stress-test plans and guide strategic decisions. You will coordinate senior stakeholders across the business to build consensus around the plan and drive alignment on priorities, resource allocation, and GTM strategy. Beyond planning, you will run critical programs and projects throughout the year that ladder up to the plan\u2014such as Global Accounts management, New Logo strategy, and organizational design initiatives.<\/p>\n
The work you\u2019ll do:<\/p>\n
Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan that balances growth with profitability
\nDevelop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV\/ARR growth, and team productivity
\nDefine and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and recommend adjustments to optimize resource allocation
\nConduct role and organizational design analysis; think through optimal coverage models, account assignments, and team structures to drive business outcomes
\nBuild and maintain planning systems and frameworks; ensure consistency and rigor in how we approach planning, modeling, and decision-making
\nDevelop and test custom models and scenarios to stress-test plans; guide leadership through trade-offs and help them understand implications of different strategic choices
\nCoordinate cross-functional stakeholder alignment on the plan; facilitate discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility
\nCommunicate the plan cascading priorities, resource allocation, and expected outcomes to the broader organization
\nLead GTM strategy initiatives and programs throughout the year, such as: Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, channel and partner strategy
\nDevelop and maintain critical business reporting and dashboards; track plan versus actual, highlight variances, and provide insights to guide course corrections
\nConduct periodic reviews of plan performance; identify what’s working, what isn’t, and inform next iteration of planning
\nServe as a strategic advisor to Revenue Operations and business leadership on GTM strategy, resource allocation, and organizational design decisions
\nDrive process improvements and modernization in how we approach planning, using data, technology, and best practices to increase effectiveness<\/p>\n
The qualifications you need:<\/p>\n
Significant experience in SaaS and\/or AI-oriented tech companies, in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
\nDeep expertise in territory planning, segmentation strategy, and account assignment; demonstrated success designing and implementing planning processes
\nStrong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
\nHands-on experience defining and optimizing GTM ratios (AE to SDR, territories to manager, etc.); ability to articulate why ratios matter and how they impact performance
\nDemonstrated ability to think through organizational design; experience designing roles, coverage models, and team structures that drive results
\nComfort with planning and modeling tools (Excel, Tableau, Looker, etc.); ability to build custom models, run scenarios, and communicate findings to leadership
\nStrong analytical and problem-solving skills; ability to work with complex data, identify patterns, and translate insights into actionable recommendations
\nExcellent stakeholder management and communication skills; proven ability to coordinate across senior leaders, build consensus, and drive alignment
\nStrategic thinking with ability to see the big picture and understand interconnections between GTM strategy, resource allocation, and business outcomes
\nProject and program management expertise; ability to run multiple initiatives in parallel while keeping organization aligned to core strategy<\/p>\n
<\/p>\n
What Celonis can offer you:<\/p>\n
Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
\nOwnership from Day 1: Every full-time \u00ab\u00a0Celonaut\u00a0\u00bb is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
\nUnrivaled Family Support: Benefit from our inclusive parental leave policy\u201424 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
\nWork-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
\nContinuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
\nHolistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated \u00ab\u00a0Wellness Weeks\u00a0\u00bb that prioritize work\/life balance.
\nDrive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
\nGlobal Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
\nValue-Driven Impact: Join a mission-led organization where our core values\u2014Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future\u2014drive every decision.<\/p>\n
About Us:
\nCelonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand \u2014 turning AI\u2019s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
\nGet familiar with the Celonis Process Intelligence Platform by watching this video.
\nCelonis Inclusion Statement:
\nAt Celonis, we believe our people make us who we are and that \u201cThe Best Team Wins\u201d. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard – that’s when creativity and innovation happen.
\nYour Privacy:
\nAny information you submit to Celonis as part of your application will be processed in accordance with Celonis\u2019 Accessibility and Candidate Notices
\nBy submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our Privacy Notice for the Application and Hiring Process.
\nPlease be aware of common job offer scams, impersonators and frauds. Learn more here.<\/p>\n","protected":false},"author":1,"featured_media":0,"template":"","meta":{"_monsterinsights_skip_tracking":false,"_promoted":"","_job_location":"London, United Kingdom","_application":"https:\/\/www.themuse.com\/jobs\/celonis\/head-of-gtm-strategy-and-planning-30eeda","_company_name":"Celonis","_company_website":"","_company_tagline":"","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job-categories":[],"job-types":[6],"class_list":["post-2338","job_listing","type-job_listing","status-publish","hentry","job-type-full-time"],"_links":{"self":[{"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/job-listings\/2338","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/users\/1"}],"wp:attachment":[{"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/media?parent=2338"}],"wp:term":[{"taxonomy":"job_listing_category","embeddable":true,"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/job-categories?post=2338"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/africantalents.online\/blog\/wp-json\/wp\/v2\/job-types?post=2338"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}