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Head of GTM, Sales Planning

1 month ago
United States, Canada
Full-time
Executive
Head of Sales
Sales and Business Development
Apply Now
CaptivateIQ

CaptivateIQ

CaptivateIQ is the agile commission solution that simplifies sales expenses and drives business growth with automated data management and real-time earnings visibility.

Internet Software & Services
251-1K
Founded 2017
$165M raised
View All Jobs 20

Description

  • Own the full Sales Planning go-to-market lifecycle from positioning through implementation, go-live, renewal, and expansion.
  • Define positioning, packaging, priority use cases, and the value proposition for revenue and finance leaders.
  • Develop and operationalize sales and implementation motions across Product, CX, and GTM.
  • Evaluate and evolve the GTM approach, including dedicated or overlay selling models.
  • Partner with Product and EPD leadership to prioritize use cases, roadmap needs, positioning, and implementation requirements.
  • Validate product-market fit through direct customer engagement and customer data analysis.
  • Develop and test strategies to improve awareness, conversion, adoption, and renewal across the funnel.
  • Identify recurring customer issues and drive systematic process improvements.
  • Coordinate distributed Sales Planning resources and build a dedicated team as the product scales.
  • Surface customer and market insights to inform product direction, company strategy, and investment priorities.

Requirements

  • 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS.
  • Deep Sales Planning expertise, including territory design, quota methodology, and capacity modeling.
  • Experience at a Sales Planning vendor such as Anaplan, Varicent, or Xactly; an SPM implementation services firm; or leading an enterprise Sales Planning rollout.
  • Demonstrated experience building or scaling enterprise SaaS go-to-market and implementation motions.
  • Strong presence with enterprise buyers and ability to lead commercial and technical discussions with senior revenue and finance leaders.
  • Ability to align Product, Engineering, CX, and GTM teams without relying on positional authority.
  • Comfort operating in an emerging enterprise product environment with incomplete information.
  • Familiarity with incentive compensation management and its relationship to Sales Planning preferred.
  • Experience with partner-led or systems-integrator implementation motions preferred.
  • Exposure to AI-powered product capabilities or agentic workflows preferred.

Benefits

  • 100% medical, dental, and vision coverage for employees, with approximately 75% dependent coverage.
  • Flexible vacation and quarterly mental health days.
  • Annual professional development and caretaking stipends.
  • Tenure-based work anniversary bonuses.
  • 401(k) retirement plan for US employees.
  • Apple hardware and active Employee Resource Groups.

Interested in this position?

Apply directly on the company website

Apply Now

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