Director, GTM Strategy & Planning

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, GTM Strategy & Planning based in the United States.** This is a strategic leadership opportunity for an experienced go-to-market professional to shape how a global revenue organization is structured, sized, and positioned for sustainable growth. You will lead the planning function across segmentation, capacity, coverage, quota, territories, and variable compensation. Working closely with Sales, Finance, Marketing, Business Development, Partners, and Revenue Operations, you will turn complex data into actionable commercial strategies. The role combines analytical rigor with people leadership, requiring the ability to build models that withstand executive scrutiny and drive confident decision-making. You will also help evaluate emerging routes to market, optimize revenue productivity, and introduce AI-powered workflows that improve planning efficiency. This position is well suited to a growth-minded leader who enjoys solving complex business challenges while developing high-performing teams and scalable operating models. ### Accountabilities - Lead and develop a team spanning go-to-market strategy, planning, and variable compensation, setting clear objectives, managing performance, supporting hiring, and building team capability. - Own the annual and in-year go-to-market planning cycles from end to end, establishing clear planning frameworks, timelines, inputs, ownership, and decision points. - Develop and maintain an integrated bottom-up pipeline model, reconcile it with Finance's top-down revenue forecast, and establish a shared view of growth potential across Sales, Marketing, Business Development, and Partners. - Design and optimize segmentation, territory coverage, headcount, and capacity models across enterprise, commercial, and self-service motions. - Evaluate capacity requirements across Sales Engineering, Customer Success, and Professional Services to ensure alignment across the broader revenue organization. - Lead quota-setting, quota deployment, territory design, and book-of-business allocation to support equitable distribution and maximize revenue potential. - Own variable compensation strategy and operations, including incentive plan design, payout modeling, cost-of-sales analysis, dispute resolution, and payout execution in partnership with Finance and Human Resources. - Develop repeatable frameworks to assess emerging routes to market, including product-led growth, partner, and self-service models, using Total Addressable Market (TAM) and Serviceable Addressable Market (SAM) analysis. - Partner with pricing and executive stakeholders to model revenue and attainment impacts and support strategic commercial decisions. - Provide leadership with clear planning analyses, business reviews, and executive materials that translate complex data into actionable recommendations. - Use AI and automation to improve planning workflows, team productivity, analytical capabilities, and operational scalability. - Establish rigorous operating cadences, identify weaknesses in planning assumptions, and continuously improve the quality, accuracy, and efficiency of planning processes. ### **Requirements** - 10–12+ years of experience in go-to-market strategy, revenue operations, or management consulting within B2B SaaS or enterprise technology environments. - 3+ years of experience managing and developing teams, with a demonstrated ability to build high-performing organizations and develop talent. - Proven experience leading end-to-end go-to-market planning, including quota design, territory allocation, segmentation, TAM/SAM sizing, headcount planning, and capacity modeling. - Hands-on ownership of variable compensation strategy and operations, including incentive plan design, cost-of-sales modeling, payout execution, and dispute management. - Strong analytical and financial modeling capabilities, with the ability to build robust models, test assumptions, and translate analysis into strategic recommendations. - Demonstrated ability to explain complex business strategies and analytical findings clearly to senior executives and cross-functional stakeholders. - Experience planning across complex go-to-market motions, such as enterprise field sales, product-led growth, partner, and self-service models, is preferred. - Experience navigating organizational transformation or significant business reorganizations is advantageous. - Fluency with modern revenue technology environments, including Salesforce, incentive compensation platforms such as Everstage, CaptivateIQ, or Spiff, planning platforms such as Anaplan or Fullcast, and business intelligence tools. - Experience leveraging AI or automation workflows to streamline planning processes and generate measurable productivity improvements. - Strong collaboration, communication, strategic thinking, problem-solving, and stakeholder-management skills. - Ability to operate effectively in a fast-paced environment and manage multiple high-impact priorities. ### **Benefits** - Annual on-target earnings (OTE) of **$200,000–$250,000** within the current hiring range. - Broader U.S. geographic compensation bands of **$220,000–$330,000 OTE** for Zone 1 locations, including New York, California, and Washington, and **$200,000–$300,000 OTE** for Zone 2 locations. - Compensation based on geographic location, relevant experience, skills, performance, and impact. - Comprehensive medical, dental, and vision insurance for employees and eligible dependents. - Free access to mental health and wellness support, including coaching, therapy, and digital resources. - 401(k) retirement plan with a 50% employer match on the first 6% of employee contributions, equivalent to a 3% maximum employer match. - 100% employer-paid life and disability insurance. - Flexible paid time off and additional company-wide Rest & Recharge days. - Up to 16 weeks of paid parental leave. - $1,000 annual lifestyle spending allowance supporting physical, mental, and financial well-being. - One-time $550 home office setup stipend and $50 monthly internet stipend. - 16 hours of paid volunteer time annually and a $100 annual charitable donation match. - Pre-tax commuter benefits and subsidized childcare and eldercare support. - Discounted pet insurance and personalized financial wellness resources. - Remote-work flexibility where supported by the organization's U.S. operating footprint. - Access to learning and development resources, including LinkedIn Learning. - Wellness education, employee resource group activities, and initiatives supporting professional and personal growth. - Opportunities to lead strategic initiatives, develop high-performing teams, and influence the future of go-to-market operations.