Head of GTM, Sales Planning

Accountabilities

• Own the full go-to-market lifecycle for Sales Planning, from market positioning and customer evaluation through implementation, go-live, adoption, renewal, and expansion, with a secondary focus on Catalyst.

• Define the go-to-market strategy, including positioning, packaging, priority use cases, and the value proposition for revenue and finance leaders.

• Develop and operationalize the sales and implementation motion, ensuring Product, CX, and GTM teams are aligned around the strategy and equipped to execute it.

• Assess the effectiveness of the existing Sales Planning GTM approach and test alternative models, including dedicated or overlay selling structures, based on market feedback and customer outcomes.

• Partner with Product and Engineering leadership to influence decisions affecting commercial success, including use-case prioritization, positioning, implementation requirements, and customer needs.

• Translate customer and market feedback into actionable product roadmap recommendations that support durable, scalable revenue growth.

• Validate product-market fit by engaging directly with enterprise customers, identifying high-signal use cases, and analyzing customer and commercial data.

• Develop and test hypotheses to improve awareness, conversion, adoption, renewal, and expansion throughout the customer lifecycle.

• Serve as a senior escalation point for customer issues, identifying recurring themes and driving systematic improvements rather than managing every individual escalation.

• Align leaders across Product, Engineering, CX, and GTM on strategy, enablement, execution priorities, and accountability.

• Ensure teams have the enablement, processes, and resources required to sell, implement, and support the products at scale.

• Surface customer, competitive, and market insights to senior leadership to inform product direction, broader company strategy, and future investment priorities.

• Coordinate Sales Planning resources currently distributed across implementation, CX, and GTM through cross-functional and dotted-line relationships.

• Build and lead a dedicated Sales Planning organization as the product scales and the commercial opportunity expands.

Requirements

• 10+ years of experience in sales performance management, revenue operations, enterprise SaaS, or closely related fields.

• Deep expertise in Sales Planning, including territory design, quota methodology, and capacity modeling.

• Experience with Sales Planning vendors such as Anaplan, Varicent, or Xactly, implementation services, or leading an enterprise Sales Planning rollout in-house is highly valuable.

• Strong combination of domain expertise and hands-on experience taking Sales Planning solutions through implementation and go-live.

• Demonstrated success building or scaling the go-to-market and implementation motion for an enterprise SaaS product.

• Strong executive presence and credibility with enterprise buyers, particularly senior revenue and finance leaders.

• Ability to confidently lead both commercial and technical conversations with sophisticated enterprise stakeholders.

• Proven ability to create alignment across Product, Engineering, CX, and GTM teams without relying on formal authority.

• Comfortable operating in an enterprise product environment that is still evolving, with the judgment to make scope decisions, establish expectations, and move forward despite incomplete information.

• Strong analytical and problem-solving skills, with the ability to turn customer feedback and market signals into actionable commercial and product strategies.

• Familiarity with incentive compensation management and its relationship to Sales Planning is a strong plus.

• Experience with partner-led or systems-integrator-driven implementation models is beneficial.

• Exposure to AI-powered product capabilities, automation, or agentic workflows is a plus.

• Strong communication, stakeholder management, strategic thinking, and execution skills.

Benefits

• 100% employer-paid medical, dental, and vision coverage for full-time employees, with approximately 75% coverage for dependents.

• Flexible vacation days designed to support autonomy and sustainable work-life balance.

• Quarterly mental health days to provide dedicated time to recharge.

• Annual professional development stipends to support continued learning and career growth.

• Annual caretaking stipends to help support personal and family needs.

• Work anniversary bonuses that increase with tenure and recognize continued contributions.

• 401(k) retirement savings plan for eligible US employees.

• Latest Apple hardware and premium technology tools to support high-quality work.

• Employee Resource Groups that foster inclusion, belonging, and community.

• Opportunity to shape the commercial strategy and growth trajectory of an evolving enterprise SaaS product.

• Significant exposure to senior enterprise customers and cross-functional executive leadership.

• Opportunity to build and lead a dedicated team as the product scales.

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