Director, GTM Strategy & Planning
Core
Lead the team building plans for how the revenue organization is structured, sized, and targeted, including GTM strategy, planning, and variable compensation.
Role type
Director, GTM Strategy & Planning
Builds
Integrated bottom-up pipeline models, segmentation/coverage/headcount models, quota designs, territory plans, and variable compensation structures.
Domain
B2B SaaS / Enterprise Tech
Required skills
GTM strategy, revenue operations, team leadership, quota design, territory planning, variable compensation design, TAM/SAM analysis, capacity modeling, sales segmentation
Preferred skills
Mixed motion planning (enterprise, PLG, partner, self-service), organizational reorganization experience, modern revenue tech stacks, AI/automation workflows
Technologies
Salesforce, Everstage, CaptivateIQ, Spiff, Anaplan, Fullcast
Responsibilities
Lead and mentor a team spanning GTM strategy, planning, and variable compensation; Run end-to-end annual and in-year GTM planning cycles; Design and optimize segmentation, coverage, and headcount models; Lead equitable quota setting and territory design; Oversee variable comp planning and operations; Serve as GTM Strategy representative on the Pricing Council
Seniority
Director, hands-on IC with team management
