Director, GTM Strategy – Planning
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Job Description
GTM strategy director leading revenue planning, segmentation, quota, territory, and variable compensation. Optimizing operations for Sprout Social’s social intelligence platform.
Responsibilities:
- Lead and mentor a team spanning GTM strategy, planning, and variable compensation; set objectives, manage performance, and drive hiring
- 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
- Build frameworks to evaluate emerging routes to market using TAM/SAM analysis
- Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions
- Pressure-test cross-functional capacity plans across SE, CS, and PS
- Lead quota setting and territory design across segments, including book-of-business cuts for expansion and customer teams
- Oversee variable compensation planning and operations, including incentive structures, payout modeling, and dispute-cycle management
- Represent GTM Strategy on the Pricing Council and model revenue/attainment impacts
- Partner with field operations on QBR and executive materials
- Apply practical AI use cases to improve team productivity
- Run planning cycles, deliver capacity and coverage analyses, manage variable compensation operations, and improve quota attainment, capacity productivity, planning-cycle time, and team capability
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, territory allocation, TAM/SAM sizing, headcount capacity modeling, and sales segmentation at scale
- Hands-on ownership of variable compensation strategy and operations, including plan design, cost-of-sales modeling, dispute resolution, and payout execution
- Experience planning across complex, mixed motions or navigating significant organizational reorganizations (preferred)
- Fluency with modern revenue tech stacks, including Salesforce, incentive compensation tools such as Everstage, CaptivateIQ, and Spiff, planning platforms such as Anaplan and Fullcast, and BI environments (preferred)
- Track record of leveraging AI or automation workflows to streamline planning cycles and drive measurable field productivity gains (preferred)
Benefits:
- Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents
- Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources
- 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match)
- 100% employer-paid Life and Disability insurance
- Flexible PTO policy
- Additional company-wide Rest & Recharge days throughout the year
- Up to 16 weeks of paid parental leave
- $1,000 USD annual Lifestyle Spending Account
- One-time $550 USD home office setup stipend
- Monthly $50 USD internet stipend
- 16 hours of paid volunteer time annually
- $100 annual match for charitable donations
- Pre-tax commuter benefits
- Subsidized child/eldercare through Care.com
- Discounted pet insurance through Figo
- No-cost personalized financial wellness support through Your Money Line
- Flexible work location where available in the United States
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