Director, Go To Market Strategy – Planning

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $155k - $210k / year

⏰ Full Time

🔴 Lead

👔 Director

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Ensono

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Cloud Services • IT Services • Managed Services

Ensono is a managed service provider and expert technology advisor focused on enabling clients to navigate complex IT environments. Ensono offers services including mainframe-as-a-service, cloud migration, and IT infrastructure management, with a strong emphasis on modernizing legacy systems and optimizing IT operations. The company is recognized for its flexibility and allyship, providing businesses with the ability to adapt and evolve through solutions like Ensono Flex®. It specializes in both mainframe and cloud solutions, holding competency in AWS mainframe modernization and is a global Azure Expert MSP. Ensono acts as an ally, helping companies achieve better business outcomes through IT innovation and strategic technology advisement.

📋 Description

• Lead annual and quarterly GTM planning: market sizing, segment prioritization, and resource allocation • Own territory design and capacity modeling—balancing 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 energy on the highest-value opportunities • Define and refresh the Ideal Customer Profile (ICP) — including the scoring criteria, strategic rationale, and where and why we draw the line • Build CAC and ROI analysis frameworks to evaluate GTM investments across headcount, marketing spend, and channel mix • Deliver Board- and ELT-ready strategic analysis — not just data, but a point of view and a clear recommendation • Partner with BI/Analytics to mine Salesforce and other data assets to surface actionable insights • Collaborate with Sales, Finance, Marketing, and Product to align on GTM decisions and drive them forward • Translate business strategy into operational models that Sales Ops can execute • Challenge assumptions, pressure-test forecasts, and flag risks early • Lead and develop a small team • Build repeatable frameworks and templates that scale beyond yourself • Be ready to roll up your sleeves — this is a builder role from day one

🎯 Requirements

• 7–10+ years of experience, including 3+ years in management consulting (e.g., McKinsey, Bain, BCG, Deloitte S&O, Accenture Strategy, or equivalent) • Demonstrated builder orientation — you've created GTM frameworks from the ground up: ICP design, territory and capacity modeling, quota and comp planning, or CAC/ROI analysis • Advanced Excel/Google Sheets and PowerPoint/Slides skills — you've built board-level deliverables • Financial modeling skills across capacity plans, ROI models, and scenario analysis • Strong executive presence — you've presented to and held your own at the board and ELT level • Strong data acumen — you can independently identify the right questions, partner with BI/Analytics to pull what you need, and translate the output into insight.

🏖️ Benefits

• Unlimited Paid Days Off • Three health plan options • 401k with company match • Eligibility for 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