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Director, Go To Market Strategy & Planning

1 month ago
United States
Full-time
Executive
Sales Operations
Sales and Business Development
Salesforce
Apply Now
Ensono

Ensono

Ensono provides comprehensive hybrid IT solutions and governance, enabling businesses to navigate complexity and modernize their technology infrastructure, from cloud services to mainframe systems, tailored to each client's unique journey.

IT Services
1K-5K
Founded 1969
View All Jobs 39

Description

  • Lead annual and quarterly go-to-market planning, including market sizing, segment prioritization, and resource allocation.
  • Own territory design and capacity modeling to balance coverage, fairness, and revenue potential.
  • Drive quota setting and compensation plan design in partnership with Finance and Sales leadership.
  • Build and maintain account stratification frameworks to focus sales efforts on the highest-value opportunities.
  • Define and refresh the ideal customer profile, including scoring criteria and strategic rationale.
  • Build CAC and ROI analysis frameworks to evaluate GTM investments across headcount, marketing spend, and channel mix.
  • Deliver Board- and ELT-ready strategic analysis with clear recommendations and points of view.
  • Partner with BI/Analytics to mine Salesforce and other data sources for actionable insights.
  • Collaborate with Sales, Finance, Marketing, and Product to align on GTM decisions and operationalize them.
  • Lead and develop a small team and create repeatable frameworks and templates that scale.

Requirements

  • 7–10+ years of experience, including 3+ years in management consulting at firms such as McKinsey, Bain, BCG, Deloitte S&O, Accenture Strategy, or equivalent.
  • Experience building GTM frameworks from the ground up, such as ICP design, territory and capacity modeling, quota and compensation planning, or CAC/ROI analysis.
  • Advanced Excel or Google Sheets skills and PowerPoint or Slides skills for board-level deliverables.
  • Financial modeling skills across capacity planning, ROI models, and scenario analysis.
  • Strong executive presence with experience presenting to board and executive leadership teams.
  • Strong data acumen with the ability to frame questions, work with BI/Analytics, and translate outputs into insights.
  • MBA or equivalent graduate degree is preferred.
  • Experience in B2B technology, SaaS, managed services, or infrastructure/cloud services is preferred.
  • Familiarity with sales planning tools such as Salesforce, Clari, Anaplan, or Pigment is preferred.

Benefits

  • Unlimited Paid Days Off.
  • Three health plan options.
  • 401(k) with company match.
  • Dental, vision, short- and long-term disability, life and AD&D coverage, and flexible spending accounts.
  • Family Forming Benefit, including fertility coverage and adoption/surrogacy reimbursement.
  • Paid childbearing and paternal leave.
  • Education reimbursement, student loan assistance, or 529 college funding.
  • Sabbatical leave.
  • Wellness program.
  • Flexible work schedule and the ability to work remotely most of the time when not required on client site.
  • Annual bonus plan based on company and individual performance.
  • Equity grant under the Associate Equity Appreciation Program.
  • Annual base salary range of $155,000 to $210,000.

Interested in this position?

Apply directly on the company website

Apply Now

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