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Director, GTM Strategy & Planning

1 month, 1 week ago
United States
Full-time
Executive
Sales Operations
Sales and Business Development
Salesforce
Apply Now
Sprout Social

Sprout Social

Sprout Social offers a comprehensive social media management and engagement platform that enables businesses to effectively manage their social media presence, streamline customer care, and derive actionable insights from analytics to drive growth.

Professional Services
251-1K
Founded 2010
View All Jobs 16

Description

  • Lead and develop a team covering GTM strategy, planning, and variable compensation.
  • Run annual and in-year GTM planning cycles, including bottom-up pipeline modeling and alignment with Finance forecasts.
  • Design segmentation, coverage, capacity, and headcount models across enterprise, commercial, and self-service motions.
  • Lead quota setting, territory design, and book-of-business allocation across customer segments.
  • Own variable compensation planning, incentive design, payout modeling, operations, and dispute resolution.
  • Evaluate emerging routes to market using TAM/SAM analysis and integrated revenue models.
  • Advise the Pricing Council on revenue and attainment impacts.
  • Partner with Sales, Finance, Marketing, Business Development, Partners, and field operations on planning and executive materials.
  • Apply AI and automation to improve planning efficiency and field productivity.

Requirements

  • 10–12+ years of experience in GTM strategy, revenue operations, or management consulting within B2B SaaS or enterprise technology.
  • 3+ years of experience managing and developing teams.
  • Experience leading end-to-end GTM planning, including quota design, territory allocation, TAM/SAM sizing, capacity modeling, and segmentation.
  • Hands-on experience owning variable compensation strategy and operations, including cost-of-sales modeling, dispute resolution, and payout execution.
  • Experience planning across enterprise field, product-led, partner, and self-service motions or managing major reorganizations (preferred).
  • Fluency with Salesforce, incentive compensation tools such as Everstage, CaptivateIQ, or Spiff, planning platforms such as Anaplan or Fullcast, and BI environments (preferred).
  • Experience using AI or automation to streamline planning and improve field productivity (preferred).
  • Strong analytical, communication, collaboration, and senior-stakeholder advisory skills.

Benefits

  • $200,000–$250,000 annual OTE hiring range, with broader geographic ranges of $220,000–$330,000 in Zone 1 and $200,000–$300,000 in Zone 2.
  • Remote work options in many U.S. locations.
  • Medical, dental, and vision insurance for employees and eligible dependents.
  • Free Modern Health coaching, therapy, and wellness resources.
  • 401(k) with a 50% company match on the first 6% of contributions.
  • Flexible PTO plus company-wide Rest & Recharge days.
  • Up to 16 weeks of paid parental leave.
  • $1,000 annual lifestyle stipend and home-office/internet support.

Interested in this position?

Apply directly on the company website

Apply Now

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