Director, GTM Planning & Capacity Strategy

Block; San Francisco (CA); On-site; USD 218,000 - 327,000; Full time

Job summary

Block is seeking a Director, GTM Planning to translate growth targets into actionable quotas, capacity plans, and headcount. You will own the end-to-end planning framework across first-party and partner sales, advertising and account management, guiding how many sellers we need and when to hire.

You will collaborate with Sales, Finance, Recruiting and Compensation Design to align incentives with capacity, build scalable processes, run scenario planning, and communicate decisions to executives.

Qualifications

• 12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy and Operations, Strategic Finance, or a related field.
• Experience leading quota, capacity, and headcount planning across a complex, multi-segment sales organization.
• Deep knowledge of quota methodologies, productivity and capacity modeling, ramp and attrition assumptions.
• Experience supporting multiple go-to-market motions: direct sales, channel/reseller, advertising or media sales, and account management across new business, expansion, and retention.
• A track record of building governed, scalable planning processes with clear data, decision rights, and controls.
• Advanced modeling skills and fluency with systems like Salesforce, Snowflake, Pigment, or Looker.
• Strong executive communication and cross-functional influence.

Responsibilities

• Build and own the planning capability end to end. That means the methodologies, systems, data, and processes needed to run quota, capacity, and headcount planning at scale. Measure whether plans are actually working. Lead external partners through the initial build.
• Own the quota-setting framework for all commissionable roles, from initial target-setting through ongoing assessment. Build differentiated approaches that account for market potential, pipeline, book size, productivity, ramp, attrition, role design, product mix, and route to market.
• Own the hiring model for the commercial sales organization. Define role mix, hiring timing, ramp assumptions, and productive capacity. Partner with Recruiting to turn requirements into execution.
• Run scenario planning to evaluate overassignment, attainment distribution, capacity gaps, and investment tradeoffs. Bring clear recommendations to executive decision-makers.
• Serve as a trusted advisor to Sales and Finance leaders, translating growth goals into clear choices about quotas, capacity, role mix, hiring, and investment.
• Partner with Compensation Design to align quota decisions with incentive structures, intended seller behavior, attainment expectations, and compensation economics.
• Align Sales leadership, Finance, Strategy & Operations, and Recruiting around shared assumptions, decisions, and execution. Flag early when plans don't tie, and propose how to close the gaps.
• Establish governance, decision rights, standards, and executive operating rhythms for planning approvals, in-year changes, and performance reviews.

Skills

Sales Ops

Revenue Ops

GTM Strategy

Strategic Finance

Quota Methodologies

Executive Communication

Tools

Salesforce

Snowflake

Pigment

Looker

Job description

Block is seeking a Director, GTM Planning to translate growth targets into actionable quotas, capacity plans, and headcount. You will own the end-to-end planning framework across first-party and partner sales, advertising and account management, guiding how many sellers we need and when to hire.

You will collaborate with Sales, Finance, Recruiting and Compensation Design to align incentives with capacity, build scalable processes, run scenario planning, and communicate decisions to executives.