Head of GTM, Sales Planning

Job not on LinkedIn

🔥 16 hours ago

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $270k - $300k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

👻 Ghost score 3%

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CaptivateIQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💼 Consulting

🏭 Manufacturing

📦 Logistics

💰 $100M Series C on 2022-01

Consulting • Manufacturing • Logistics

CaptivateIQ is a modern sales commission solution that helps businesses to significantly improve revenue performance. By automating and simplifying the entire commission process, it allows sales teams to focus on selling rather than administrative tasks. The platform offers tools for real-time visibility and analytics, which motivate sales representatives and offer insights to sales leaders. CaptivateIQ's solution is flexible, transparent, and designed to scale with growing businesses, offering features like AI-powered intelligence and SmartGrid™ technology. Notably, it caters to various industries such as financial services, manufacturing, media and entertainment, among others, providing a strategic advantage in managing and optimizing sales performance management initiatives.

📋 Description

• Own the full go-to-market lifecycle for Sales Planning from market positioning through customer go-live and expansion • Define go-to-market strategy, positioning, packaging, and high-value use cases for revenue and finance leaders • Develop and operationalize sales and implementation motions and align Product, CX, and GTM on strategy • Evaluate and evolve the Sales Planning GTM motion, including potential dedicated or overlay selling models • Partner with EPD leadership to influence GTM-related product decisions while respecting EPD ownership of product development and architecture • Translate market feedback into a roadmap supporting durable, scalable revenue • Validate product-market fit through direct customer engagement and customer-data analysis • Form and test hypotheses to accelerate awareness, conversion, and adoption from lead through renewal • Identify thematic customer-issue patterns and drive systematic process fixes • Align Product, Engineering, CX, and GTM leaders, build enablement for scaled selling and support, and hold the organization accountable for execution • Surface customer and market insights to inform product direction, company strategy, and investment priorities • Coordinate distributed Sales Planning GTM resources through dotted-line relationships and build a dedicated team as the product scales • Lead and develop the product marketing team and own the customer-and-product narrative for the portfolio

🎯 Requirements

• 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS • Deep expertise in Sales Planning, including territory design, quota methodology, and capacity modeling • Ideally, experience at a Sales Planning vendor or services firm implementing SPM, or experience leading an enterprise Sales Planning rollout in-house • Demonstrated experience building or scaling an enterprise SaaS product’s go-to-market and implementation motion • Strong presence with enterprise buyers and ability to own commercial and technical conversations with senior revenue and finance leaders • Proven ability to drive alignment across Product, Engineering, CX, and GTM teams without relying on positional authority • Ability to operate in an enterprise product still finding its footing, make scope calls, set expectations, and move forward without perfect information • Familiarity with incentive compensation management is a strong plus • Experience with partner-led or SI-driven implementation motions is a plus • Exposure to AI-powered product capabilities or agentic workflows is a plus

🏖️ Benefits

• 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents • Flexible vacation days • Quarterly mental health days • Annual professional development stipends • Annual caretaking stipends • Work anniversary bonuses that grow with tenure • 401(k) plan for US employees • Latest Apple hardware • Active Employee Resource Groups (ERGs) supporting DEI