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← Sprout Social

Director, GTM Strategy & Planning

Sprout Social
Location
Remote US
Posted
16 days ago
Department
Sales
Salary
$200,000– $250,000
What they actually want (must-haves)
  • 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)
  • 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
What the job really is

As the Director of GTM Strategy & Planning at Sprout Social, you will lead a team responsible for structuring and optimizing the revenue organization through strategic planning and execution. Your role involves overseeing GTM planning cycles, quota deployment, and variable compensation, while collaborating with various departments to ensure alignment and drive growth. You will also mentor your team and develop frameworks for evaluating market opportunities.

Benefits
  • Comprehensive Health & Wellness: Premium BCBSIL medical, dental, and vision insurance for you and your eligible dependents
  • Premium Mental Health Support: Full, free access to Modern Health for you and your dependents
  • Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions
  • Financial Security: 100% employer-paid Life and Disability insurance
  • Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days
  • Paid Parental Leave: Up to 16 weeks of paid leave for new parents
Things to weigh
  • No specific information on the company's current technology stack is provided, though modern revenue tech stacks are mentioned as preferred qualifications.
  • The role requires collaboration with various departments, which may involve navigating complex organizational dynamics.
  • The timeline for achieving goals within the first year is outlined, but it may shift based on business needs.
Job score4.6/5
Benefits5/5
Freshness4/5
Career value4/5
Role clarity5/5
Pay transparency5/5

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