Sr. Manager / Director, GTM Strategy & Planning

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 Our Values - Act Like an Owner - Think and operate with intention, purpose and care.

Own outcomes. - Build Together - Collaborate to unlock the best solutions. Deliver lasting value. - Champion Our Clients - Exceed client expectations. Our clients' success is our success. - Drive Innovation - Be bold and unconstrained in problem solving.

Transform the industry. - Embrace Learning - Engage our community to broaden our perspective. Bring a growth mindset. In addition to our core values, Addepar is proud to be an equal opportunity employer.

We seek to bring together diverse ideas, experiences, skill sets, perspectives, backgrounds and identities to drive innovative solutions. We commit to promoting a welcoming environment where inclusion and belonging are held as a shared responsibility. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

Please contact us to request accommodation. PHISHING SCAM WARNING: Addepar is among several companies recently made aware of a phishing scam involving con artists posing as hiring managers recruiting via email, text and social media. The imposters are creating misleading email accounts, conducting remote "interviews," and making fake job offers in order to collect personal and financial information from unsuspecting individuals.

Please be aware that no job offers will be made from Addepar without a formal interview process. Additionally, Addepar will not ask you to purchase equipment or supplies as part of your onboarding process. If you have any questions, please reach out to ta-operations@addepar.com .