Director, GTM Strategy & Planning

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. Why join Sprout's Sales & Customer Experience team? At Sprout Social, our Sales and Customer Experience team is the driving force behind how today's most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organizations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact. 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. Just as importantly, we believe in the power of our people. 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. If you're ready to champion innovation and accelerate your impact, this is where you can do your best work. 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. What you'll bring 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. The minimum qualifications for this role include: • 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 for this role include: • 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, you'll plant your roots, including: • 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, you'll start hitting your stride by: • Publishing the planning calendar and operating cadence for the next cycle, with clear inputs, owners, and decision points. • Delivering a defensible capacity and coverage analysis for the enterprise and lower-market motions. • Inheriting 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. • Taking ownership of the bottom-up pipeline model as the shared source of truth across Sales, Marketing, BD, and Partners. Within 6 months, you'll be making a clear impact through: • Running the annual planning cycle end to end—segmentation, headcount, quota, and territory—landed on time and with leadership aligned. • Delivering an integrated bottom-up and top-down view of revenue growth potential alongside Finance. • Becoming the person Sales and Finance bring their hardest pl