Director, Strategy & Planning - Grafana Labs

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards, Grafana Cloud brings AI to observability and observability to AI.

The Opportunity

Grafana’s GTM organization is looking for a Director, Strategy & Planning. Reporting to our VP of Revenue Operations, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and set the standard for data-driven decision making in GTM. Success in this role requires deep experience with consumption-based SaaS. You'll understand how customer adoption and usage translate into revenue over time, and use that understanding to guide GTM capacity, productivity, and investment decisions across Sales, SE, CX, SDR, and Partners.

What You'll Be Doing

• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team.
• Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions.
• Develop revenue and capacity scenarios that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions.
• Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and transformational initiatives (new market evaluation, M&A integration, vertical planning, pricing, etc.).
• Become an expert in how GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports.
• Identify operational gaps in reporting capabilities and inefficiencies in the planning process; work with Analytics and Business Systems teams to build scalable solutions.
• Help create connective tissue across internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership.
• Build scalable, self-service planning processes that improve consistency and reduce manual coordination across teams.
• Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs.
• Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets.
• Set priorities for the planning function and lead cross-functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure.
• Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting.

What Makes You a Great Fit

• 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross-functional programs.
• Demonstrated track record of strategic thinking and analysis—identifying opportunities, envisioning models, and spotting emerging risks.
• Strong modeling and analytical skills with comfort in complex segmentation analysis and workforce planning.
• Excellent communication skills with executive audiences to clearly articulate analysis and actionable recommendations.
• Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity.
• Experience in a Sales or GTM organization, with familiarity with common sales methodologies (MEDDPICC/MEDDIC) and capacity models.
• High comfort with ambiguity and strong self-motivation.

Bonus Points For

• Previous experience in open source.
• Experience with Grafana, Tableau, or other analysis/BI tools.
• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.
• Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai).
• Familiarity with SQL or database querying concepts.
• Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning and forecasting.