Director, GTM Strategy & Planning

Sprout Social

4h•$200,000 - $330,000•Remote

About The Position

Sprout Social is looking to hire a Director, GTM Strategy & Planning to lead the team that builds the plans behind how our revenue organization is structured, sized, and targeted. At Sprout Social, our Sales and Customer Experience team is the driving force behind how today's most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organizations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact. As the strategic engine of our go-to-market organization, Revenue Operations builds the infrastructure that turns data into action. We specialize in architecting world-class processes and delivering the operational clarity that allows our teams to move with speed, anticipate market shifts, and optimize the entire customer lifecycle for sustainable growth. In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You'll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you're ready to champion innovation and accelerate your impact, this is where you can do your best work.

Requirements

10–12+ years of experience in GTM strategy, revenue operations, or management consulting within B2B SaaS/enterprise tech, including 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 Haves

Experience planning across complex, mixed motions (enterprise field, product-led, partner, and self-service) or navigating significant organizational reorganizations.
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.

Responsibilities

Lead and mentor a team spanning GTM strategy, planning, and variable compensation—setting clear objectives, running performance management, and driving hiring.
Run the end-to-end annual and in-year GTM planning cycles. Own the integrated bottom-up pipeline model, reconcile it with Finance's top-down forecast, and build repeatable frameworks to evaluate emerging routes to market (PLG, partners, self-service) using TAM/SAM analysis.
Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions. Pressure-test cross-functional capacity plans across SE, CS, and PS to ensure full revenue factory alignment.
Lead equitable quota setting and territory design across segments, including book-of-business cuts for expansion and customer teams to maximize revenue potential.
Oversee variable comp planning and operations. Design incentive structures that drive target seller behaviors, model payout scenarios, and manage the operational payout and dispute cycle in partnership with Finance and HR.
Serve as the GTM Strategy representative on the Pricing Council to model revenue/attainment impacts. Partner with field ops on QBR/executive materials and apply practical AI use cases to elevate team productivity.

Benefits

Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
100% employer-paid Life and Disability insurance for your peace of mind.
A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
Up to 16 weeks of paid leave for new parents to support you in expanding your family.
A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.