[Hiring] Director, GTM Strategy & Planning @Sprout Social

Role Description

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.

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. 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.

What you'll do

• Team Leadership & Development: Lead and mentor a team spanning GTM strategy, planning, and variable compensation—setting clear objectives, running performance management, and driving hiring.
• GTM Strategy, Planning & Execution: 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.
• Capacity, Coverage & Segmentation Modeling: 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.
• Quota Deployment, Design & Territory Planning: Lead equitable quota setting and territory design across segments, including book-of-business cuts for expansion and customer teams to maximize revenue potential.
• Variable Compensation Ownership: 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.
• Cross-Functional & Strategic Advisory: 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.

Qualifications

• 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.

Preferred Qualifications

• 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.

How you'll grow

• Within 1 month: Complete Sprout Social's new hire training and onboarding program to build a broad understanding of our products and organization. Build deep relationships with your direct reports, your leader, and your Finance, GTM Analytics, and sales operations partners. Map the current state of segmentation, coverage, quota, and capacity models—and where the assumptions are weakest. Take ownership of in-flight planning deliverables.
• Within 3 months: Publish the planning calendar and operating cadence for the next cycle, with clear inputs, owners, and decision points. Deliver a defensible capacity and coverage analysis for the enterprise and lower-market motions. Inherit the variable comp function cleanly—payout accuracy and timeliness uninterrupted—while forming a clear view of where plan mechanics and operational rigor should evolve for the next plan year. Take ownership of the bottom-up pipeline model as the shared source of truth across Sales, Marketing, BD, and Partners.
• Within 6 months: Run the annual planning cycle end to end—segmentation, headcount, quota, and territory—landed on time and with leadership aligned. Deliver an integrated bottom-up and top-down view of revenue growth potential alongside Finance. Become the person Sales and Finance bring their hardest planning questions to before decisions get made.
• Within 12 months: Run a planning function leadership trusts by default, with models that hold up under executive scrutiny. Demonstrate measurable improvement in quota attainment distribution and capacity productivity. Reduce planning cycle time while raising the quality of the output, and grow your team's capability along the way.

Benefits

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: 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.