Director, GTM Strategy – Planning

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

📋 Description

• Oversee the annual sales and customer success planning process, which includes organizational design, territory strategy, quota establishment, capacity planning, and compensation modeling.

• Provide guidance to sales leaders on go-to-market strategies by analyzing market trends, identifying business opportunities, and recognizing emerging risks.

• Keep track of industry, policy, and state-level funding trends, translating insights into strategic priorities.

• Drive strategic initiatives aimed at enhancing commercial effectiveness, accelerating growth, and supporting changing go-to-market strategies.

• Create and manage business review and planning-cycle schedules that align with the sales operational rhythm.

• Formulate sales policies, rules of engagement, and governance for territory and account assignments.

• Assist the sales organization with territory realignments, reorganizations, and the introduction of new go-to-market strategies.

• Build and lead a high-performing strategy and operations team.

• Collaborate with Sales, Marketing, Customer Success, and Finance to synchronize planning decisions and execution.

⛳️ Requirements

• A minimum of 8 years of experience in sales strategy, go-to-market strategy, revenue operations, sales operations, management consulting, business operations, or similar commercial strategy roles.

• Proven experience in direct people leadership.

• Background in managing complex sales planning processes, which includes setting bookings targets, capacity planning, and designing territories.

• Experience in collaborating with sales leaders and executive stakeholders to craft go-to-market strategies and achieve business results.

• History of establishing and maintaining sales operating rhythms, policies, and governance that can scale with the business.

• Ability to assess market dynamics, competitive trends, and business opportunities.

• Strong understanding of business and financial principles.

• Experience leading teams through territory realignments, reorganizations, or other significant changes in sales structure.

• Demonstrated success in building and mentoring high-performing teams in fast-paced environments.

• A collaborative mindset, with the ability to work effectively across Sales, Marketing, Customer Success, and Finance.

• Adaptability and curiosity when faced with ambiguous or evolving situations.

• Openness to take on new responsibilities as business needs change.

🏝️ Benefits

• Medical insurance with a variety of plan options.

• Dental insurance with a variety of plan options.

• Vision insurance with a variety of plan options.

• 401(k) retirement plan with company matching.

• Time away program.

• Volunteer time away.

• Winter office closure at the end of December.

• Wellness resources.

• Reasonable accommodations for qualified individuals with disabilities and covered veterans.