Director, GTM Planning — Remote Opportunity

Block

United States

Remote

USD 218,000 - 327,000

Full time

14 days+

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Job summary

Block is seeking a Director, GTM Planning to lead quota, capacity and headcount planning across its commercial sales teams. You will translate growth targets into actionable plans, determine hiring needs, and collaborate with Sales, Finance, Recruiting and Strategy to ensure scalable planning.

You will own the quota-setting framework, run scenario planning, and provide executive guidance on capacity and investment decisions.

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, overassignment strategies, and headcount planning.
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, including methodologies, systems, data, and processes for quota, capacity, and headcount planning at scale.
Lead external partners through the initial build and measure plan effectiveness.
Own the quota-setting framework for all commissionable roles from target-setting through ongoing assessment.
Run scenario planning to evaluate overassignment, attainment distribution, capacity gaps, and investment tradeoffs.
Serve as a trusted advisor to Sales and Finance leaders translating growth goals into clear quota, capacity, and hiring decisions.
Partner with Compensation Design to align quota decisions with incentives and earnings.
Align Sales leadership, Finance, Strategy & Operations, and Recruiting around shared assumptions and decisions.
Establish governance, decision rights, standards, and executive operating rhythms for planning approvals.