Head of GTM, Sales Planning

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of the comprehensive go-to-market lifecycle for Sales Planning, encompassing market positioning to customer go-live and expansion.

• Establish the go-to-market strategy, positioning, packaging, and high-value use cases for leaders in revenue and finance.

• Create and implement sales and implementation motions, ensuring alignment among Product, CX, and GTM strategies.

• Assess and enhance the Sales Planning GTM approach, including potential dedicated or overlay selling models.

• Collaborate with EPD leadership to influence GTM-related product decisions while respecting EPD's role in product development and architecture.

• Convert market feedback into a roadmap that supports sustainable, scalable revenue.

• Confirm product-market fit through direct engagement with customers and analysis of customer data.

• Develop and test hypotheses to promote awareness, conversion, and adoption from lead to renewal.

• Identify common customer issue patterns and implement systematic process improvements.

• Align Product, Engineering, CX, and GTM leaders, create enablement for scaled selling and support, and ensure accountability for execution across the organization.

• Gather customer and market insights to guide product direction, company strategy, and investment priorities.

• Manage distributed Sales Planning GTM resources through dotted-line relationships and build a dedicated team as the product scales.

• Lead and nurture the product marketing team, owning the customer-and-product narrative for the portfolio.

⛳️ Requirements

• Over 10 years of experience in sales performance management, revenue operations, or enterprise SaaS.

• Extensive knowledge in Sales Planning, including territory design, quota methodology, and capacity modeling.

• Ideally, experience with a Sales Planning vendor or services firm implementing SPM, or experience leading an enterprise Sales Planning rollout internally.

• Proven track record of building or scaling the go-to-market and implementation motion for an enterprise SaaS product.

• Strong presence with enterprise buyers and the ability to manage both commercial and technical discussions with senior revenue and finance leaders.

• Established ability to foster alignment across Product, Engineering, CX, and GTM teams without relying solely on positional authority.

• Capable of functioning in an enterprise product still establishing its place, making scope decisions, setting expectations, and progressing without complete information.

• Familiarity with incentive compensation management is a significant advantage.

• Experience with partner-led or SI-driven implementation motions is beneficial.

• Exposure to AI-powered product features or agentic workflows is a plus.

🏝️ Benefits

• Complete coverage for medical, dental, and vision for all full-time employees, with approximately 75% coverage for dependents.

• Flexible vacation days.

• Quarterly mental health days.

• Annual professional development stipends.

• Annual caretaking stipends.

• Work anniversary bonuses that increase with tenure.

• 401(k) plan available for US employees.

• Access to the latest Apple hardware.

• Active Employee Resource Groups (ERGs) that promote diversity, equity, and inclusion.