Director, Go To Market Strategy & Planning

📋 Description

• 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
• Cross-functional partnership: collaborate with Sales, Finance, Marketing, and Product to align on GTM decisions and drive them 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

🎁 Benefits

• Unlimited Paid Days Off
• Three health plan options
• 401k with company match
• Education Reimbursement, Student Loan Assistance or 529 College Funding
• Sabbatical leave