About Celonis
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
The Team
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.
The Role
This role owns the design and execution of our integrated GTM planning processes, including comprehensive territory planning, segmentation strategy, role definition, and resource allocation exercises. You will be the custodian of our GTM ratios and thought leader on how we structure our go-to-market.
The Work You'll Do
- Lead the annual GTM planning process; coordinate across all business functions to build an integrated, bottom-up and top-down plan
- Develop and maintain territory and segment strategy; design territory structures that optimize for pipeline generation, ACV/ARR growth, and team productivity
- Define and refine GTM ratios (AE to SDR, territories to manager, etc.); analyze performance and recommend adjustments
- Conduct role and organizational design analysis to drive business outcomes
- Build and maintain planning systems and frameworks; develop and test custom models and scenarios to stress-test plans
- Coordinate cross-functional stakeholder alignment on the plan
- Lead GTM strategy initiatives and programs throughout the year, such as Global Accounts strategy, New Logo go-to-market approach, and market expansion planning
- Develop and maintain critical business reporting and dashboards; track plan versus actual
The Qualifications You Need
- Significant experience in SaaS and/or AI-oriented tech companies in roles focused on GTM strategy, sales planning, revenue operations, or sales strategy
- Deep expertise in territory planning, segmentation strategy, and account assignment
- Strong understanding of enterprise SaaS go-to-market models, sales structures, and the factors that drive ACV, ARR, win rates, and team productivity
- Hands-on experience defining and optimizing GTM ratios
- Comfort with planning and modeling tools (Excel, Tableau, Looker, etc.)
- Strong analytical and problem-solving skills; excellent stakeholder management and communication skills
What Celonis Can Offer You
- Ownership from Day 1: every full-time "Celonaut" receives Restricted Stock Units (RSUs)
- Unrivaled Family Support: 24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers
- Unlimited PTO (in applicable regions) and a flexible hybrid work model
- Continuous Growth: 70-20-10 learning framework, mentorship programs, and a dedicated learning platform