Director of GTM Strategy, Planning & Analytics, Articulate
$163.9-245.9k
Plus bonus-eligible
Expert level
Remote from US
More information about location
Training & development platform
Be an early applicant
Training & development platform
501-1000 employees
B2BEnterpriseInternal toolsContentTrainingLearningSaaS
Be an early applicant
$163.9-245.9k
Plus bonus-eligible
Expert level
Remote from US
More information about location
501-1000 employees
B2BEnterpriseInternal toolsContentTrainingLearningSaaS
Company mission
To change the way the world learns with products that make it easy to create, distribute, and manage online training that delights learners.
Role
Who you are
- 12+ years of experience in GTM strategy, business operations, revenue operations, planning, analytics, data strategy, or related functions, preferably within B2B SaaS
- 5+ years of people leadership experience, including experience leading managers and/or senior individual contributors
- Proven experience leading GTM planning, forecasting, target setting, capacity planning, and performance management
- Strong understanding of GTM analytics, SaaS metrics, customer lifecycle performance, and executive decision support
- Experience with GTM data strategy, metric governance, data definitions, and the relationship between business requirements and modern data ecosystems
- Experience with compensation strategy, quota planning, incentive design, compensation analytics, or closely related planning disciplines
- Demonstrated ability to structure ambiguous business problems and translate complex information into actionable recommendations
- Strong systems thinking and understanding of dependencies across CRM, data warehouse, BI, planning, and GTM execution environments
- Demonstrated ability to influence senior stakeholders across Sales, Marketing, Customer Success, Finance, Data, IT, and other functions
- Strong leadership, communication, prioritization, and judgment
- Bachelor's degree or equivalent practical experience
What the job involves
- Articulate is seeking a Director of GTM Strategy, Planning & Analytics to lead and evolve how we translate company strategy into actionable go-to-market plans, measure business performance, govern the data foundations that support decision-making, and align compensation programs to GTM priorities across Marketing, Sales, Customer Success, and Channel
- This role leads an integrated function spanning GTM strategy and planning, forecasting and performance management, analytics and insights, GTM data strategy and governance, and compensation strategy and analytics
- The Director will own the end-to-end GTM planning system, translating company growth objectives into targets, capacity and resource plans, forecasts, performance frameworks, and operating rhythms. The role will ensure GTM leaders have clear, decision-ready insights into business performance, risks, opportunities, and tradeoffs
- The Director will also provide leadership for GTM data strategy and governance, ensuring that the business logic, metric definitions, data standards, and cross-system requirements underlying GTM decision-making are scalable, consistent, and trusted
- In partnership with centralized Data, Engineering, IT, and other teams, this role will establish GTM priorities and requirements while those technical organizations retain responsibility for technical architecture and development
- As the leader of this function, the Director will define priorities and operating models, develop managers and senior individual contributors, and partner closely with GTM, Finance, Data, IT, and executive stakeholders to operationalize company strategy and improve GTM performance
- Lead the end-to-end GTM planning system, including annual and quarterly planning, forecasting, target setting, capacity planning, resource allocation, and performance management
- Translate company growth objectives and strategic priorities into aligned GTM targets, resource plans, and execution strategies across functions, segments, regions, and products
- Establish and continuously improve GTM operating rhythms, including planning cycles, forecast reviews, executive business reviews, and performance-management processes
- Develop scalable planning frameworks, governance models, and operating standards that enable GTM teams to adapt to changing business priorities
- Evaluate strategic tradeoffs across GTM investments and develop recommendations regarding capacity, coverage, demand generation, retention, enablement, and other GTM investments
- Partner with Finance and GTM leadership on scenario planning, investment decisions, and resource allocation
- Define performance measurement frameworks that provide consistent visibility into GTM health across the customer lifecycle
- Lead the development of analytics and insights that enable GTM leaders to understand performance, identify risks and opportunities, and make informed business decisions
- Ensure forecasting, pipeline, funnel, retention, productivity, and other critical GTM performance measures are clearly defined and consistently understood
- Translate complex business performance into clear, decision-ready insights and recommendations
- Identify emerging performance trends and develop recommendations to improve near- and medium-term GTM effectiveness
- Establish priorities for GTM analytics based on business impact and ensure analytical resources are focused on the highest-value questions
- Lead the GTM data strategy and governance function, establishing priorities for the integrity, scalability, and evolution of the GTM data foundation
- Ensure consistent GTM business logic, metric definitions, dimensions, and data standards across systems, reporting, and business processes
- Establish governance for GTM data definitions, lineage, quality, and usage in partnership with Data, Engineering, IT, Finance, and GTM stakeholders
- Ensure GTM business requirements are clearly defined and aligned before technical development begins
- Oversee prioritization of GTM data initiatives and make recommendations regarding sequencing, dependencies, business impact, and tradeoffs
- Ensure data structures and governed data assets support critical GTM use cases including forecasting, pipeline management, compensation, retention, planning, and performance measurement
- Partner with centralized Data and technical organizations to ensure GTM requirements inform technical roadmaps while maintaining clear accountability between business ownership and technical execution
- Improve adoption and understanding of governed data assets, metrics, and BI capabilities across GTM
- Lead GTM compensation strategy and planning in partnership with GTM and Finance leadership
- Ensure compensation programs align with company objectives, GTM priorities, targets, quotas, and desired business outcomes
- Lead compensation modeling and analytics to evaluate program effectiveness, cost, performance, and behavioral impact
- Establish governance and decision frameworks for compensation design and changes
- Partner with GTM leadership on quota and incentive strategy and provide recommendations regarding tradeoffs and program design
- Ensure compensation planning is integrated with broader capacity, target, resource, and financial planning
- Serve as a strategic partner to GTM, Finance, Data, IT, and other functional leaders
- Structure complex and ambiguous GTM problems, bringing together business context, data, financial implications, and operational considerations
- Develop recommendations regarding GTM priorities, investments, organizational tradeoffs, and performance improvement
- Lead cross-functional strategic initiatives from problem definition through recommendation and implementation
- Collaborate with senior leaders to turn company strategy into actionable GTM plans and ensure alignment across functions
- Communicate plans, performance, risks, recommendations, and tradeoffs clearly to senior and executive stakeholders
- Lead and develop a multidisciplinary organization spanning strategy, planning, analytics, data strategy, and compensation
- Translate functional priorities into clear objectives, execution plans, and measurable outcomes
- Coach managers and individual contributors toward outcomes, impact, and increasingly strategic thinking
- Establish clear accountability and decision rights across the function
- Build cross-functional relationships that enable the team to operate effectively across organizational boundaries
- Continuously evolve the team's capabilities, processes, and operating model as business needs change
- Create clarity around priorities and ensure the organization remains focused on its highest-impact work
Our take
Articulate is a SaaS based training platform for SMBs and Enterprises, aiming to empower anyone – not just learning professionals – to deliver training to a business.
The business was founded in 2002 as a plug-in for Microsoft PowerPoint, and was entirely bootstrapped until a 2021 funding round of $1.5 billion. Since its launch, it has grown significantly - now serving over 100,000 organizations and upwards of 100 million learners customers across the globe, including every single one of the Fortune 100.
The company has invested in aggressive expansion, and is already the most dominant player by far in course-authoring apps. This is in part due to capitalizing on the significant opportunity in targeting businesses that are looking to move from in-person to online-based learning.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Top investors
4% employee growth in 12 months
Company
Funding (1 round)
Jul 2021
$1.5bn
SERIES A
Total funding: $1.5bn
Company benefits
- Student debt repayment - Get up to $2,400 annually ($200/month) in student loan repayments
- Flexible PTO
- Fully remote (we'll help set up your home office with awesome equipment and technology)
- We offer $100 a month toward well-being
- We offer Fortune 500-level medical, dental, and vision coverage for our employees and their dependents
- We offer a baby bonding benefit of up to 17 weeks paid leave to primary and non-primary caregivers
- We offer all employees up to $3,000 tax-free annually for child care assistance
- Tuition reimbursement - Continue your education in any subject you want. We provide up to $5,250/year for classes at a code school or accredited college
- Transgender benefit - We offer medical coverage for gender-affirming surgery and supplemental procedures, along with paid leave for recovery
- We match up to $500 of employee donations each calendar year to nonprofit organizations
- We offer $4,000 annually to travel to seek legal abortion services
- Contribute to your choice of Fidelity 401k plans. Articulate will also contribute 3% of your salary to your 401k whether you decide to contribute or not
- Give your loved ones peace of mind. We provide life, AD&D, short-term disability, and long-term disability benefits to all employees
- We cover 100% of eleven therapy sessions and eleven therapeutic coaching sessions per year with a licensed therapist through the Modern Health platform for each employee and their dependents
- Health savings account (HSA) - We contribute $1000 for family and $500 for individuals annually to help cover co-pays and other medical expenses
- Get coaching in social, physical, financial, and mental well-being. We offer unlimited life-coaching sessions with certified coaches through the Wellness Coach platform
- We value our employees and the important milestones in their lives. We celebrate with cupcakes, Slack shoutouts, and virtual parties
- We support the growth and development of our employees through coaching, internal training, and skills training opportunities
- We offer our employees time off to volunteer in meaningful ways within their communities and beyond
- We offer service sabbaticals to support our employees in doing the work to advance human rights, civil rights, and environmental health
- Cash for Change - Our employee-guided corporate giving program supports organizations advancing human rights, civil rights, and environmental health
Company HQ
NoMad, New York, NY
Leadership
Adam Schwartz
(Founder, CEO & Executive Chair)Founded Articulate in 2002 with a vision to make it easier for the world to learn. Previously served as General Manager for a division of Knowledge Universe.
Lucy Suros
(Director & Vice Chair of the Board)Served as CEO of the company from 2021 to 2023. Previously acted as Marketing Consultant for The Content Bureau and as PR Director for Switzer Communications.
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