Director, GTM Strategy & Planning
New
S
Sprout SocialB2B SaaS / Enterprise Tech
Remote USFull-TimeDirector
Salary$200,000–$250,000 OTE (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 within B2B SaaS/enterprise tech, including 3+ years managing and developing teams.
- Required Skills
- SalesforceSaaS
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, including quota design and territory allocation.
- Experience with TAM/SAM sizing, headcount capacity modeling, and sales segmentation at scale.
- Hands-on ownership of variable compensation strategy and operations.
- Experience with plan design, cost-of-sales modeling, dispute resolution, and payout execution.
- Fluency with modern revenue tech stacks, including Salesforce and planning platforms (e.g., Anaplan, Fullcast).
- Experience with incentive compensation tools (e.g., Everstage, CaptivateIQ, Spiff).
- 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 cycles preferred.
Responsibilities
- Lead and mentor a team spanning GTM strategy, planning, and variable compensation.
- Run end-to-end annual and in-year GTM planning cycles.
- Own the integrated bottom-up pipeline model and reconcile it with Finance's top-down forecast.
- 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 and operations, including plan design and payout execution.
- Serve as the GTM Strategy representative on the Pricing Council.
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