Director, Go To Market Strategy & Planning
About The Position
This is a newly created role for a strategic operator who can take ambiguity and turn it into a plan. This role owns the future of our go-to-market motion—how we define our ideal customers, where we deploy sales capacity, how we set targets, and how we measure what’s working. You’ll be the analytical backbone behind annual planning, territory design, and executive-level strategic analysis. This is not a Revenue Operations execution role — it’s a thinking role, partnering directly with the SVP of Revenue Operations and the executive team to shape how Ensono goes to market. Someone who can independently frame the right questions, design the right approach, and recommend the path forward.
Requirements
- 7–10+ years of experience, including 3+ years in management consulting (e.g., McKinsey, Bain, BCG, Deloitte S&O, Accenture Strategy, or equivalent)
- Demonstrated builder orientation — you've created GTM frameworks from the ground up: ICP design, territory and capacity modeling, quota and comp planning, or CAC/ROI analysis
- Advanced Excel/Google Sheets and PowerPoint/Slides skills — you've built board-level deliverables
- Financial modeling skills across capacity plans, ROI models, and scenario analysis
- Strong executive presence — you've presented to and held your own at the board and ELT level
- Strong data acumen — you can independently identify the right questions, partner with BI/Analytics to pull what you need, and translate the output into insight
Nice To Haves
- MBA or equivalent graduate degree
- Experience in B2B technology, SaaS, managed services, or infrastructure/cloud services
- Familiarity with sales planning tools (e.g., Salesforce, Clari, Anaplan, Pigment)
Responsibilities
- Lead annual and quarterly GTM planning: market sizing, segment prioritization, and resource allocation
- Own territory design and capacity modeling—balancing coverage, fairness, and revenue potential
- Drive quota setting and compensation plan design in partnership with Finance and Sales Leadership
- Build and maintain account stratification frameworks to focus sales energy on the highest-value opportunities
- Define and refresh the Ideal Customer Profile (ICP) — including the scoring criteria, strategic rationale, and where and why we draw the line
- Build CAC and ROI analysis frameworks to evaluate GTM investments across headcount, marketing spend, and channel mix
- Deliver Board- and ELT-ready strategic analysis — not just data, but a point of view and a clear recommendation
- Partner with BI/Analytics to mine Salesforce and other data assets to surface actionable insights
- Collaborate with Sales, Finance, Marketing, and Product to align on GTM decisions and drive them forward
- Translate business strategy into operational models that Sales Ops can execute
- Challenge assumptions, pressure-test forecasts, and flag risks early
- Lead and develop a small team
- Build repeatable frameworks and templates that scale beyond yourself
- Be ready to roll up your sleeves — this is a builder role from day one
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 paternal leave
- Education Reimbursement, Student Loan Assistance or 529 College Funding
- Sabbatical leave
- Wellness program
- Flexible work schedule
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What This Job Offers
Job Type
Full-time
Career Level
Director
