Director, GTM Strategy & Planning

The role

You will lead the team that builds plans for how the revenue organization is structured, sized, and targeted. This includes managing GTM strategy, planning, and variable compensation.

What you will do

• Lead and mentor a team spanning GTM strategy, planning, and variable compensation
• Run end-to-end annual and in-year GTM planning cycles
• Own the integrated bottom-up pipeline model
• Design and optimize segmentation, coverage, and headcount models
• Lead equitable quota setting and territory design
• Oversee variable comp planning and operations
• Serve as the GTM Strategy representative on the Pricing Council
• Partner with field ops on QBR/executive materials

Required qualifications

• 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

Nice to have

• Experience planning across complex, mixed motions (enterprise field, product-led, partner, and self-service) or navigating significant organizational reorganizations
• Fluency with modern revenue tech stacks, including Salesforce, incentive compensation tools (Everstage, CaptivateIQ, Spiff, etc.), planning platforms (Anaplan, Fullcast), and BI environments
• Track record of leveraging AI or automation workflows to streamline planning cycles and drive measurable field productivity gains

Benefits

• Premium BCBSIL medical, dental, and vision insurance
• Full, free access to Modern Health for coaching, therapy sessions, and digital wellness resources
• 401(k) plan with a 50% company match on your first 6% of contributions
• 100% employer-paid Life and Disability insurance
• Flexible PTO policy with additional company-wide Rest & Recharge days
• Up to 16 weeks of paid parental leave
• $1,000 USD annual Lifestyle Spending Account
• $550 USD one-time home office stipend
• $50 USD monthly internet stipend
• 16 hours of paid volunteer time annually plus $100 annual match for charitable donations
• Pre-tax commuter benefits
• Subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support

About the company

Sprout Social sells and supports a leading social intelligence platform for businesses. Their Sales and Customer Experience team helps organizations unlock the value of social data to drive strategic decisions.