Director, GTM Strategy – Planning

🔥 23 hours ago

🇺🇸 United States – Remote

💵 $200k - $250k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

👻 Ghost score 0%

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Sprout Social, Inc.

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

📣 Marketing

☁️ SaaS

🌍 Social Impact

Marketing • SaaS • Social Impact

Sprout Social, Inc. is a leading provider of social media management solutions. The company offers a comprehensive platform that enables businesses to streamline their customer care, enhance community management, and drive marketing efforts across various social media channels. With features like engagement, publishing, analytics, and social listening, Sprout Social helps organizations uncover trends, gather insights, and amplify their brand awareness. Their platform integrates AI and automation to improve efficiencies and personalize customer care. Additionally, Sprout Social offers influencer marketing and employee advocacy tools to enhance social reach. Trusted by over 30,000 brands and recognized for its top-tier software products, Sprout Social caters to enterprises, agencies, and small to medium businesses, providing innovative solutions to maximize the impact of social media strategies.

📋 Description

• Lead and mentor a team spanning GTM strategy, planning, and variable compensation; set objectives, manage performance, and drive hiring • Run end-to-end annual and in-year GTM planning cycles • Own the integrated bottom-up pipeline model and reconcile it with Finance's top-down forecast • Build frameworks to evaluate emerging routes to market using TAM/SAM analysis • Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions • Pressure-test cross-functional capacity plans across SE, CS, and PS • Lead quota setting and territory design across segments, including book-of-business cuts for expansion and customer teams • Oversee variable compensation planning and operations, including incentive structures, payout modeling, and dispute-cycle management • Represent GTM Strategy on the Pricing Council and model revenue/attainment impacts • Partner with field operations on QBR and executive materials • Apply practical AI use cases to improve team productivity • Run planning cycles, deliver capacity and coverage analyses, manage variable compensation operations, and improve quota attainment, capacity productivity, planning-cycle time, and team capability

🎯 Requirements

• 10–12+ years of experience in GTM strategy, revenue operations, or management consulting within B2B SaaS/enterprise tech • 3+ years managing and developing teams • Proven track record leading end-to-end GTM planning, including quota design, territory allocation, TAM/SAM sizing, headcount capacity modeling, and sales segmentation at scale • Hands-on ownership of variable compensation strategy and operations, including plan design, cost-of-sales modeling, dispute resolution, and payout execution • Experience planning across complex, mixed motions or navigating significant organizational reorganizations (preferred) • Fluency with modern revenue tech stacks, including Salesforce, incentive compensation tools such as Everstage, CaptivateIQ, and Spiff, planning platforms such as Anaplan and Fullcast, and BI environments (preferred) • Track record of leveraging AI or automation workflows to streamline planning cycles and drive measurable field productivity gains (preferred)

🏖️ Benefits

• Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents • Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources • 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match) • 100% employer-paid Life and Disability insurance • Flexible PTO policy • Additional company-wide Rest & Recharge days throughout the year • Up to 16 weeks of paid parental leave • $1,000 USD annual Lifestyle Spending Account • One-time $550 USD home office setup stipend • Monthly $50 USD internet stipend • 16 hours of paid volunteer time annually • $100 annual match for charitable donations • Pre-tax commuter benefits • Subsidized child/eldercare through Care.com • Discounted pet insurance through Figo • No-cost personalized financial wellness support through Your Money Line • Flexible work location where available in the United States