Director, GTM Planning

Block
San Francisco
Workplace: RemoteFull timeUSD 217,800 - 326,800 annuallyFunction: Executive & General ManagementExperience: 12+ yearsSkills: ["Executive communication","Cross-functional influence"]

Build and lead Block’s quota, capacity, and headcount planning capability end to end, turning growth targets into actionable sales plans. Own quota-setting frameworks across commissionable roles and multiple go-to-market motions, and run scenario planning to identify capacity gaps and investment tradeoffs. Establish governance and executive operating rhythms while partnering with Recruiting and Compensation Design to align hiring, incentive structures, and performance expectations.

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Block
Block
2 days ago

Director, GTM Planning

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Last checked: 5 hours agoStatus: Live

Job Summary

Build and lead Block’s quota, capacity, and headcount planning capability end to end, turning growth targets into actionable sales plans. Own quota-setting frameworks across commissionable roles and multiple go-to-market motions, and run scenario planning to identify capacity gaps and investment tradeoffs. Establish governance and executive operating rhythms while partnering with Recruiting and Compensation Design to align hiring, incentive structures, and performance expectations.
Location: San Francisco
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Build and own quota, capacity, and headcount planning methodologies, systems, data, and processes at scale, including measuring plan effectiveness.
  • •Own the quota-setting framework across all commissionable roles, accounting for market potential, pipeline, book size, productivity, ramp, attrition, role design, product mix, and route to market.
  • •Own the commercial sales hiring model by defining role mix, hiring timing, ramp assumptions, and productive capacity, partnering with Recruiting for execution.
  • •Run scenario planning to evaluate overassignment, attainment distribution, capacity gaps, and investment tradeoffs, and present recommendations to executives.
  • •Translate growth goals into quota, capacity, role mix, hiring, and investment choices; align leaders across Sales, Finance, Strategy & Operations, and Recruiting, and establish governance and decision rhythms.

Pay and Benefits

Salary: USD 217,800 - 326,800 annually
Perks:Remote WorkHealth InsuranceFlexible TimeRetirement Savings

Key Requirements

  • •12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy and Operations, Strategic Finance, or a related field.
  • •Experience leading quota, capacity, and headcount planning across a complex, multi-segment sales organization.
  • •Deep knowledge of quota methodologies, productivity and capacity modeling, ramp and attrition assumptions, overassignment strategies, and headcount planning.
  • •Experience supporting multiple go-to-market motions including direct sales, channel/reseller, advertising or media sales, and account management across new business, expansion, and retention.
  • •Advanced modeling skills and fluency with systems like Salesforce, Snowflake, Pigment, or Looker.
Experience:12+ years
Skills:Executive communicationCross-functional influence
Languages:En
Tech Stack:SalesforceSnowflakePigmentLooker

Company Brief

Block
Builds financial services and commerce tools to empower businesses and individuals, operating products such as Square, Cash App, Spiral (Bitcoin initiatives), TIDAL, and developer-focused payment and banking solutions.
Industry: Fintech Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn