Director, GTM Strategy and Planning, Global
Job Location:
San Mateo, CA - USA
Monthly Salary:
Posted:
Application Deadline:
Vacancies:
Job Summary
Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable secure and maintainable.
Integrating seamlessly with Claude Code Codex Cursor GitHub Copilot Gemini and Devin we help over 75% of the Fortune 100 build trusted reliable compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.
We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia ServiceNow Goldman Sachs AstraZeneca and Ford Motor Company count on us to provide independent explainable consistent review and governance of their AI-generated code via products like:
- SonarQube: The worlds leading AI code review and verification platform.
- SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair.
- SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective.
Our team operates across global hubs in Austin Bochum Dubai Geneva London Singapore Tokyo and Washington D.C. We move with a mindset we call CODE:
- Committed to our customers and community.
- Obsessed with quality.
- Deliberate in our decisions.
- Effective as one team.
With over $400M in revenue and profitable fast-paced growth we are building the backbone of the AI software revolution. If youre hungry to have an impact want to build at a fast pace and ready to work at the forefront of AI we want to hear from you.
Position description
Were looking for a Director GTM Strategy & Planning to lead Sonars GTM Strategy and Planning. This role will own GTM strategy and coverage model market prioritization segmentation headcount planning comp design principles quota setting and territory design and pipeline targets. Youll also be a key partner to Finance in setting our annual financial plan across all regions and segments.
This role is critical in defining Sonars GTM motion scales across existing velocity motion and how we move upmarket in enterprise with a consultative selling motion. This role will partner closely with the CRO CMO Post-sales leadership Geo Sales Leadership GTM Strategy & Revenue Operations and Finance. This role requires both the analytical approach to build frameworks and modeling and executive presence and partnership mindset to work with key stakeholders across GTM organization and beyond.
Drive the annual and ongoing GTM planning cycle in partnership with the CRO CMO GTM Strategy & Operations GTM Analytics and Finance translation company plan into a GTM integrated operational plan across the revenue organization and holding the process accountable to key milestones and decisions
Own annual and in-year headcount planning for the revenue organization partnering with Finance and People to translate strategic priorities into capacity models
Design and run the global quota-setting and territory planning process balancing equitable territories to drive sales productivity
Drive key strategic decisions across the revenue organization - customer segmentation revenue team structure and coverage model design
Own the bottom-up pipeline model and targets across all GTM teams (Sales Partners Business Development Marketing) and partner with Finance on the top-down forecast model
Develop geo specific GTM strategies and evaluate market entry opportunities using TAM and feasibility analysis to prioritize expansion geos
Develop the partner GTM strategy with alliances and channel leadership ensuring the partner motion and its targets are integrated with the broader GTM plan
Partner with sales leadership and field operations leaders to prepare GTM performance materials for executive forums including QBRs and Board meetings
Work with sales compensation team to provide inputs into sales compensation design and drive analysis of how plan mechanics drive sales behaviors
The ideal candidate will:
10 years in GTM strategy and finance in B2B SaaS or enterprise technology environment
Experience managing and developing a team with a track record of building high-functioning strategy functions
Strong analytical skills and financial acumen; comfortable building and pressure-testing complex models and translating the output into clear strategic direction
Hands-on ownership of segmentation quota design territory planning and headcount modeling at scale
Deep knowledge of B2B SaaS go-to-market models including segmentation models coverage design and sales motion optimization across different segments and sales motions
Experience with market sizing TAM/SAM analysis and market entry prioritization
Proven ability to operate at the executive level and managing and driving alignment across senior stakeholders
Clear concise communicator who can present rigorous work simply and credibly to a broad audience
Experience designing or advising on sales compensation structures with a clear understanding of how incentive mechanics drive behavior
Were intentional about this. We believe the best teams are built in the room together. Three anchor days Mondays Tuesdays and Thursdays create the collaboration rhythm that makes a hub office worth having.
Candidates need to be genuinely based in the location the role is posted if thats not where you are today were happy to support relocation for the right person.
At Sonar we believe that our diversity is our strength. We are a global company that values and respects different backgrounds perspectives and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants regardless of race color religion gender gender identity or expression sexual orientation national origin genetics disability age or veteran status.
If you need any accommodation please reach out to us at emailprotected.
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
Applications that are submitted through agencies or third party recruiters will not be considered.
Required Experience:
Director
About Company
Bad code is risky business. AI-generated or written by humans, Sonar ensures top-tier code quality & security. Protect your organization from bugs and vulnerabilities that jeopardize customer trust, damage your reputation, and undermine developer experience.
