Director, GTM Strategy & Planning
New
S
Sprout SocialB2B SaaS
Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed.Full-TimeDirector
Salary$200,000–$250,000 OTE annually (hiring range); Zone 1: $220,000–$330,000 OTE; Zone 2: $200,000–$300,000 OTE.
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Job Details
- Experience
- 10–12+ years of experience in GTM strategy, revenue operations, or management consulting, including 3+ years managing and developing teams.
- Required Skills
- Salesforce
Requirements
- 10–12+ years of experience in GTM strategy, revenue operations, or management consulting within B2B SaaS/enterprise tech.
- 3+ years managing and developing teams.
- Proven track record leading end-to-end GTM planning (quota design, territory allocation, TAM/SAM sizing, headcount capacity modeling, and sales segmentation).
- Hands-on ownership of variable compensation strategy and operations (plan design, cost-of-sales modeling, dispute resolution, and payout execution).
- Strong ability to translate complex business strategy into actionable operational plans.
- Fluency with revenue tech stacks (Salesforce, incentive compensation tools like Everstage/CaptivateIQ/Spiff, and planning platforms like Anaplan/Fullcast).
- Experience planning across complex, mixed motions (enterprise field, product-led, partner, and self-service) preferred.
- Track record of leveraging AI or automation workflows to streamline planning and productivity preferred.
Responsibilities
- Lead and mentor a team spanning GTM strategy, planning, and variable compensation.
- Execute annual and in-year GTM planning cycles and maintain the integrated bottom-up pipeline model.
- Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions.
- Lead equitable quota setting and territory design across segments.
- Oversee variable compensation planning, design, and operational payout cycles.
- Serve as the GTM Strategy representative on the Pricing Council and partner with field ops on executive reporting.
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