Director of GTM Strategy & Planning

Join Sprout Social, a leading social intelligence platform for businesses. As the Director of GTM Strategy & Planning, you will lead the team responsible for structuring, sizing, and targeting our revenue organization. You will collaborate with industry leaders and have the opportunity to make a meaningful impact on customer connection and business growth.

• Lead and mentor a team responsible for GTM strategy, planning, and variable compensation, setting clear objectives and driving performance management.
• Run the end-to-end annual and in-year GTM planning cycles, owning the integrated bottom-up pipeline model and building repeatable frameworks to evaluate emerging routes to market.
• Design and optimize segmentation, coverage, and headcount models across enterprise, commercial, and self-service motions, ensuring full revenue factory alignment.

• Sprout Social is looking for an analytically rigorous, growth-minded planning leader who builds models that hold up under pressure—and can explain them clearly to senior stakeholders. You are a collaborative partner who excels at translating complex business strategy into actionable operational plans
• Hands-on ownership of variable compensation strategy and operations, including plan design, cost-of-sales modeling, dispute resolution, and payout execution
• 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
• 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
• 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