Head of GTM, Sales Planning

CaptivateIQ
United States
Workplace: RemoteFull timeUSD 270,000 - 300,000 annuallyFunction: SalesSkills: ["Cross-functional leadership","Strategic planning","Hypothesis-driven problem solving","Customer focus","Execution management"]

Own the go-to-market strategy and full customer lifecycle for Sales Planning, from market positioning through go-live, expansion, and renewal. Define packaging and use cases, build and scale the sales and implementation motion with Product, CX, and GTM, and validate product-market fit with high-signal enterprise buyers. Partner with EPD leadership to influence GTM-critical requirements and drive systematic improvements through customer issue patterns and funnel hypothesis testing.

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FursaFursa
CaptivateIQ
CaptivateIQ
2 days ago

Head of GTM, Sales Planning

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Source: Company careers pageValidated by: Fursa AI
Last checked: 10 hours agoStatus: Live

Job Summary

Own the go-to-market strategy and full customer lifecycle for Sales Planning, from market positioning through go-live, expansion, and renewal. Define packaging and use cases, build and scale the sales and implementation motion with Product, CX, and GTM, and validate product-market fit with high-signal enterprise buyers. Partner with EPD leadership to influence GTM-critical requirements and drive systematic improvements through customer issue patterns and funnel hypothesis testing.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Own the full GTM lifecycle for Sales Planning, including market positioning, go-live, expansion, and customer outcomes.
  • •Define go-to-market strategy (positioning, packaging, use cases) to deliver value for revenue and finance leaders.
  • •Develop and operationalize the sales and implementation motion; coordinate enablement and dotted-line team execution.
  • •Evaluate and evolve the current Sales Planning GTM motion, including testing selling models based on market feedback.
  • •Serve as the escalation point for customer issues, identify thematic patterns, and drive systematic process improvements.

Pay and Benefits

Salary: USD 270,000 - 300,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kLearning BudgetPaid LeaveAnnual Bonus

Key Requirements

  • •10+ years of experience in sales performance management, revenue operations, or enterprise SaaS.
  • •Deep expertise in Sales Planning (territory design, quota methodology, capacity modeling), ideally with Sales Planning vendor or implementation go-live experience.
  • •Demonstrated ability building or scaling an enterprise SaaS go-to-market and implementation motion.
  • •Strong presence with enterprise buyers, comfortable owning commercial and technical conversations with senior revenue and finance leaders.
  • •Proven ability to drive alignment across Product, Engineering, CX, and GTM teams, operating in a product still finding its footing in enterprise.
Experience:Enterprise SaaSRevenue operationsSales performance managementSales planning
Skills:Cross-functional leadershipStrategic planningHypothesis-driven problem solvingCustomer focusExecution management

Company Brief

CaptivateIQ
Provides a cloud-based sales commission and incentive compensation platform that automates commission calculations, reporting, and plan management to help revenue teams run accurate, scalable incentive programs.
Industry: Enterprise Software
Company Size: Medium (51 to 250 employees)
Growth: Growth Stage Startup
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2017
WebsiteLinkedIn