Sr. Manager / Director, GTM Strategy & Planning

Addepar is looking for a Sr. Manager, GTM Strategy & Planning to lead and scale Addepar's go-to-market strategy (GTM) and revenue planning functions. This role sits at the intersection of strategic planning, commercial operations, and pricing strategy — requiring strong leadership, deep business acumen, and the ability to translate vision into operational execution. This role is being leveled as Senior Manager or Director based on experience, and carries significant growth potential as Addepar's GTM organization continues to scale. 

Success in this role means owning and driving GTM strategy and planning outcomes that directly impact Addepar's revenue growth. You will lead a team and initiatives spanning pricing strategy, market segmentation, sales productivity, and operational infrastructure. You'll establish the operational objectives for your function and partner closely with senior leaders across Sales, Finance, Product, and Marketing to align planning efforts to Addepar's strategic priorities.

Addepar takes a market-based approach to pay. A successful candidate’s starting pay will be determined based on the role, job-related skills, experience, qualifications, work location, and market conditions.

The range displayed on each job posting reflects the minimum and maximum target base salary for roles in Colorado, California, and New York. The current range for this role is $184,000 - $230,000 (base salary) + bonus + equity + benefits.  Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Additionally, these ranges reflect the base salary only, and do not include bonus, equity, or benefits.

Applicants must be legally authorized to work in the United States for any employer without requiring current or future visa sponsorship (for example, employment-based visas such as H-1B, F-1/OPT, or similar), and must be authorized to begin work in the U.S. on their first day of employment.

What You’ll Do

• Drive the annual and in-year GTM planning cycle, including revenue planning by market/geo/product, capacity and headcount planning, market segmentation, quota design, and margin planning
• Translate company targets into bottoms-up revenue plans with clear market, segment, and channel assumptions that align Sales, Finance, and executive leadership
• Own ongoing pacing and performance reporting against the plan — leveraging AI-driven forecasting and anomaly detection within business reviews to give leadership real-time visibility into revenue attainment, pipeline health, and predictive forecast accuracy.
• Maintain rigorous assumption tracking across GTM plans, utilizing AI-driven pattern recognition to flag real-time shifts in key drivers (market conditions, rep capacity, win rates, pricing) and deploying dynamic scenario modeling to automatically quantify downstream impacts, keeping plans grounded and decision-ready
• Define and refine Addepar's go-to-market pricing framework, including deal structure guidelines, tiered packaging, and discount thresholds — ensuring pricing decisions are grounded in data, competitive context, and long-term value creation
• Partner cross-functionally with Finance, Product, and Marketing to build pricing models, revenue scenarios, and business cases that shape product and go-to-market investment decisions
• Drive deep cross-functional collaboration within Sales & Operations and across Product, Finance, Marketing, and Client teams — serving as the connective tissue that aligns GTM initiatives, removes execution blockers, and ensures shared accountability for revenue outcomes
• Lead the territory carving process, including defining and assigning territories to ensure optimal sales coverage and account alignment.
• Partner with Sales Operations to align commission structures and incentive programs with strategic GTM goals, ensuring compensation models reinforce cross-functional collaboration and drive desired behaviors across a coordinated field team.
• Lead and develop the GTM Strategy & Planning team, setting direction, managing priorities, and fostering a high-performance culture aligned to Addepar's revenue and growth goals

Who You Are

• 9+ years of experience in GTM strategy, sales operations, management consulting, investment banking, or a related field, with at least 3 years in a people management role
• Bachelor's degree in a quantitative field (e.g. Statistics, Math, Finance, Engineering, Sciences)
• Demonstrated experience owning pricing strategy, including designing pricing models, conducting competitive analysis, and partnering with Product and Sales on monetization decisions
• Strong business acumen and industry knowledge with the ability to align team vision and strategy to Addepar’s objectives; ability to influence senior stakeholders and drive cross-functional alignment
• Proven track record of establishing operational objectives, developing strategic policies, and leading teams through implementation in a fast-paced, high-growth environment
• Excellent communication and executive presence; ability to present complex analyses and strategic recommendations to senior leadership and influence decision-making at scale
• Experience with BI and analytics tools (Tableau, Looker, Databricks etc.) and CRM/sales tech platforms (Salesforce); advanced modeling skills in Excel or similar