Director, GTM Strategy & Planning

Sprout Social
United States
Workplace: RemoteFull timeUSD 200,000 - 250,000 annuallyFunction: Strategy & Corporate DevelopmentSkills: ["Analytical thinking","Growth mindset","Cross-functional collaboration","Stakeholder communication","Translating strategy into plans"]

Lead GTM strategy and planning that shapes how the revenue organization is structured, sized, and targeted. Own end-to-end annual and in-year planning cycles, including integrated bottom-up pipeline modeling, TAM/SAM sizing, segmentation, capacity and headcount coverage, and quota/territory design. Oversee variable compensation strategy and operations, partnering with Finance and HR, while advising cross-functionally through forums like the Pricing Council and executive QBR materials.

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Sprout Social
Sprout Social
10 hours ago

Director, GTM Strategy & Planning

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Last checked: 9 hours agoStatus: Live

Job Summary

Lead GTM strategy and planning that shapes how the revenue organization is structured, sized, and targeted. Own end-to-end annual and in-year planning cycles, including integrated bottom-up pipeline modeling, TAM/SAM sizing, segmentation, capacity and headcount coverage, and quota/territory design. Oversee variable compensation strategy and operations, partnering with Finance and HR, while advising cross-functionally through forums like the Pricing Council and executive QBR materials.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Director level

Key Responsibilities

  • •Lead and mentor a team across GTM strategy, planning, and variable compensation, setting objectives, managing performance, and driving hiring.
  • •Run annual and in-year GTM planning cycles, owning integrated bottom-up pipeline modeling and reconciling it with Finance’s top-down forecast.
  • •Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions; pressure-test capacity across SE, CS, and PS for revenue alignment.
  • •Lead equitable quota setting and territory design across segments, including book-of-business cuts for expansion and customer team planning.
  • •Oversee variable comp planning and operations—design incentives, model payout scenarios, and manage the payout/dispute cycle with Finance and HR.

Pay and Benefits

Salary: USD 200,000 - 250,000 annually
Perks:Health InsuranceDentalVision401kLife InsuranceDisability InsurancePaid LeaveParental LeaveRemote Work

Key Requirements

  • •10–12+ years in GTM strategy, revenue operations, or management consulting in B2B SaaS/enterprise tech, including 3+ years managing and developing teams.
  • •Lead end-to-end GTM planning: quota design, territory allocation, TAM/SAM sizing, headcount capacity modeling, and sales segmentation at scale.
  • •Own variable compensation strategy and operations, including plan design, cost-of-sales modeling, dispute resolution, and payout execution.
  • •Build and explain analytically rigorous growth models to senior stakeholders and translate complex strategy into operational plans.
  • •Navigate planning across mixed motions (enterprise field, product-led, partners, self-service) and/or organizational reorganizations.
Experience:B2B SaaSEnterprise techRevenue operationsGTM planningVariable compensationManagement consulting
Skills:Analytical thinkingGrowth mindsetCross-functional collaborationStakeholder communicationTranslating strategy into plans
Tech Stack:SalesforceEverstageCaptivateIQSpiffAnaplanFullcast

Company Brief

Sprout Social
Provides a social media management platform that helps businesses manage engagement, publishing, analytics, and social customer care across channels to improve brand presence and customer relationships.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Chicago, United States
Founded: 2010
Glassdoor
Glassdoor: 3.9
WebsiteLinkedIn