Director of GTM Strategy & Planning — Growth Leader

Openkrill; United States; A distancia; USD 180.000 - 260.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health & Wellness

401(k) with company match

Paid parental leave

Lifestyle stipend

Home office stipend

Volunteer time

Descripción de la vacante

Sprout Social is seeking a Director, GTM Strategy & Planning to lead the team that shapes how our revenue organization is structured, sized, and targeted. You will own end-to-end GTM planning, quota design, territory allocation, and headcount modeling while collaborating across Finance, Sales, and Partnerships.

The role emphasizes building scalable frameworks, driving AI-enabled planning, and delivering actionable insights to senior stakeholders.

Formación

• 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.

Responsabilidades

• Lead and mentor a team spanning GTM strategy, planning, and variable compensation—setting clear objectives, running performance management, and driving hiring.
• Run the end-to-end annual and in-year GTM planning cycles. Own the integrated bottom-up pipeline model, reconcile with Finance top-down forecast, and build repeatable frameworks for routes to market.
• Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions.
• Lead equitable quota setting and territory design across segments, including book-of-business cuts for expansion and customer teams to maximize revenue potential.
• Oversee variable comp planning and operations; design incentive structures, model payout scenarios, and manage payout/dispute cycle with Finance and HR.
• Serve as GTM Strategy representative on Pricing Council and collaborate with field ops on QBR/executive materials and AI use cases to elevate productivity.

Conocimientos

GTM strategy

Revenue operations

Management consulting

Team leadership

Quota design

Territory planning

Headcount modeling

Sales segmentation

Variable compensation design

Payout execution

Herramientas

Salesforce

Incentive tools

Everstage

CaptivateIQ

Spiff

Anaplan

Fullcast

BI environments

Descripción del empleo

Sprout Social is seeking a Director, GTM Strategy & Planning to lead the team that shapes how our revenue organization is structured, sized, and targeted. You will own end-to-end GTM planning, quota design, territory allocation, and headcount modeling while collaborating across Finance, Sales, and Partnerships.

The role emphasizes building scalable frameworks, driving AI-enabled planning, and delivering actionable insights to senior stakeholders.