Senior Director, GTM Planning & Analysis

About this role

Who We Are

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.

We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you.

We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team.

Our Values

If this sounds like you, you’ll fit right in.

About the Role

The Senior Director of GTM Planning & Analysis will lead the integrated planning, forecasting, and performance management process across Justworks’ go-to-market organization.

This leader will connect company strategy and the financial plan to an integrated GTM plan, translate that plan into functional priorities and resource decisions, measure performance against it, and help leadership adjust investments, execution, or strategy as results evolve.

Justworks operates a multi-product platform with a mix of product-led and self-service acquisition, managed sales, partner-led growth, and customer expansion. This role will ensure those motions are planned and managed as one integrated growth system rather than as separate channels.

The role will bring together top-down company objectives and bottom-up operating assumptions to create a credible path to the financial plan. This includes connecting marketing investment, demand generation, pipeline, product-led conversion, sales capacity and productivity, partnerships, retention, expansion, product mix, and customer economics into one shared view of the business.

This is not primarily a reporting, BI, or attribution function. It is a strategic planning and decision-support function responsible for helping Justworks make better decisions about where to invest, how to deploy resources, and what needs to change when performance differs from plan.

What You’ll Work On

• 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 the actions required to create a credible path to the financial plan.

• Ensure Marketing and Revenue plans, investments, resources, and capacity ladder to shared GTM priorities and company objectives.

• Model performance across Justworks’ 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 return on investment.

• Own GTM forecasting and reforecasting processes, identifying performance gaps, underlying drivers, risks, and opportunities.

• Lead sales capacity, headcount, productivity, quota, and territory planning in partnership with Sales and Revenue Operations leadership.

• Develop scenario models that help executives 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.

• Turn performance into action by helping leadership determine when to adjust investments, capacity, priorities, execution, or underlying assumptions based on actual business results.

• Improve visibility into funnel economics and unit economics across channels incustomer segments, products, and sales motions.

• Support executive-level GTM reporting with clear insights into performance, outlook, risks, opportunities, and required decisions.

• Partner closely with Finance to ensure the GTM operating plan and company financial plan remain tightly connected throughout the year.

• Support longer-range GTM strategy through scenario planning, business performance analysis, and evaluation of the conditions required to achieve future growth ambitions.

• Build a more automated and scalable planning and analytics environment, leveraging AI, automation, and modern data capabilities to reduce manual work and improve the speed and quality of decision-making.

• Lead and develop a high-performing GTM Planning & Analysis team.

What You’ll Bring

• 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, CAC, payback, and return on spend.

• Deep experience with forecasting, scenario modeling,…