Director, Go To Market Strategy – Planning

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the annual and quarterly go-to-market (GTM) planning, focusing on market sizing, segment prioritization, and resource allocation.

• Take ownership of territory design and capacity modeling to ensure a balance between coverage, fairness, and revenue potential.

• Collaborate with Finance and Sales Leadership to drive the setting of quotas and design compensation plans.

• Establish and maintain frameworks for account stratification to direct sales efforts towards the most valuable opportunities.

• Define and regularly update the Ideal Customer Profile (ICP), including scoring criteria, strategic rationale, and the boundaries of our focus.

• Develop frameworks for Customer Acquisition Cost (CAC) and Return on Investment (ROI) analysis to assess GTM investments across headcount, marketing expenditures, and channel mixes.

• Provide strategic analyses suitable for presentation to the Board and Executive Leadership Team (ELT), offering not just data but also perspectives and clear recommendations.

• Work in partnership with BI/Analytics to analyze Salesforce and other data resources to extract actionable insights.

• Collaborate with Sales, Finance, Marketing, and Product teams to ensure alignment on GTM strategies and propel them forward.

• Translate business strategies into operational models that can be executed by Sales Operations.

• Challenge existing assumptions, rigorously evaluate forecasts, and identify potential risks early.

• Lead and mentor a small team.

• Create scalable frameworks and templates that extend beyond your immediate role.

• Be prepared to engage hands-on as this is a foundational role from the outset.

⛳️ Requirements

• 7–10+ years of relevant experience, including at least 3 years in management consulting (e.g., McKinsey, Bain, BCG, Deloitte S&O, Accenture Strategy, or similar).

• Proven builder mindset — you have developed GTM frameworks from scratch, such as ICP design, territory and capacity modeling, quota and compensation planning, or CAC/ROI analyses.

• Proficient in Excel/Google Sheets and PowerPoint/Slides, with experience creating deliverables suitable for board-level discussions.

• Expertise in financial modeling related to capacity planning, ROI models, and scenario analysis.

• Strong executive presence — you have experience presenting to and confidently engaging with board members and the ELT.

• High level of data proficiency — you can independently formulate the right questions, collaborate with BI/Analytics to gather necessary data, and convert findings into actionable insights.

🏝️ Benefits

• Unlimited Paid Days Off

• Three health plan options

• 401k with company match

• Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts

• Family Forming Benefit including fertility coverage and adoption/surrogacy reimbursement

• Paid childbearing and parental leave

• Education Reimbursement, Student Loan Assistance, or 529 College Funding

• Sabbatical leave

• Wellness program

• Flexible work schedule