Justworks — multi-product platform with a mix of product-led and self-service acquisition, managed sales, partner-led growth, and customer expansion.
We solve HR issues, are data-driven, and never stop iterating.
Responsibilities
Lead the annual and long-range GTM planning process, translating company growth goals and financial targets into an integrated operating plan across Marketing, Sales, Partnerships, Customer Success, Product, and other GTM functions.
Build and maintain the integrated GTM model connecting marketing investment, demand generation, pipeline, conversion, sales capacity, productivity, retention, expansion, product mix, and revenue outcomes.
Connect top-down company objectives with bottom-up functional plans and assumptions, identifying gaps, trade-offs, and required actions.
Model performance across growth motions, including product-led and self-service acquisition, managed sales, inbound, outbound, partnerships, and customer expansion.
Partner closely with Marketing and Finance to connect marketing spend by channel and program to expected demand, pipeline, bookings, CAC, payback, and ROI.
Own GTM forecasting and reforecasting processes, identifying performance gaps, drivers, risks, and opportunities.
Lead sales capacity, headcount, productivity, quota, and territory planning in partnership with Sales and Revenue Operations leadership.
Develop scenario models to evaluate trade-offs across investment, hiring, productivity, channel mix, product mix, and growth.
Establish a consistent performance-management framework across the GTM organization, including shared definitions, metrics, reporting, and operating cadences.
Improve visibility into funnel economics and unit economics across channels, customer segments, products, and sales motions.
Support executive-level GTM reporting with clear insights into performance, outlook, risks, opportunities, and required decisions.
Build a more automated and scalable planning and analytics environment, leveraging AI, automation, and modern data capabilities.
Lead and develop a high-performing GTM Planning & Analysis team.
Requirements
Significant experience in GTM planning, strategic finance, FP&A, revenue strategy, Revenue Operations, or a related analytical leadership role.
Demonstrated experience building integrated business or GTM plans that connect financial targets with functional operating assumptions and execution plans.
Strong understanding of B2B SaaS or technology GTM models, including Marketing, Sales, Partnerships, Customer Success, and expansion.
Experience operating in a multi-motion environment that combines product-led or self-service growth with managed sales and partner-led channels.
Strong understanding of the economics of a multi-product platform business and how product mix, customer behavior, acquisition motions, and investment decisions affect growth.
Demonstrated ability to connect marketing investment to demand, pipeline, revenue, and CAC.