Senior Director, GTM Strategy & Revenue Planning

Sprout Social, Inc.; New York (NY); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Health insurance

Flexible PTO

High-quality equipment

Wellness program

Grow@Sprout program

CSR program

Office locations: Chicago & Seattle

Job summary

Sprout Social, Inc. is seeking a Director of GTM Strategy & Planning to lead the team responsible for building the plans behind how our revenue organization is structured, sized, and targeted.

You will own end-to-end GTM planning, quota design, and headcount optimization across enterprise, commercial, and self-service motions, with a focus on data-driven insights and collaboration with Finance, Sales Ops, and product teams.

Qualifications

• 10–12+ years of experience in GTM strategy, revenue operations, or management consulting within B2B SaaS/enterprise tech.
• 3+ years managing and developing teams.
• Experience planning across complex motions (enterprise, product-led, partner, self-service).

Responsibilities

• Lead and mentor a GTM strategy, planning, and variable compensation team.
• Run end-to-end annual and in-year GTM planning cycles.
• Own the bottom-up pipeline model and reconcile with top-down forecasts.
• Design incentive structures and oversee payout operations.

Skills

GTM strategy

Revenue operations

Team leadership

Quota design

Territory planning

AI in planning

Forecasting

Cross-functional partnership

Tools

Salesforce

Incentive compensation tools

Planning platforms (Anaplan, Fullcast)

BI environments

Job description

Sprout Social, Inc. is seeking a Director of GTM Strategy & Planning to lead the team responsible for building the plans behind how our revenue organization is structured, sized, and targeted.

You will own end-to-end GTM planning, quota design, and headcount optimization across enterprise, commercial, and self-service motions, with a focus on data-driven insights and collaboration with Finance, Sales Ops, and product teams.