Director GTM Strategy
Job Summary
This role owns the company's go-to-market strategy, including defining ideal customers, territory design, and sales capacity planning. You will act as the analytical backbone for annual planning and executive-level strategic analysis. The position requires a strategic thinker who can partner with leadership to build repeatable GTM frameworks.
Responsibilities
- Lead annual and quarterly GTM planning and resource allocation
- Design territory models and define Ideal Customer Profiles (ICP)
- Drive quota setting and compensation plan design
- Build CAC and ROI analysis frameworks
- Lead and mentor a small strategic team
Required Skills
- Management consulting background
- Expertise in GTM framework construction
- Advanced Excel, financial modeling, and PowerPoint skills
- Strong executive presence and communication
- High data acumen and analytical skills
Job Details
Strategic Planning
- 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.
Analytics & Insights
- 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.
Cross-Functional Partnership
- 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.
Team Development
- 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.
Required Qualifications:
- 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.
Bonus Qualifications:
- 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).