Head of GTM, Sales Planning

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of GTM, Sales Planning based in United States.

This is a senior commercial leadership role responsible for owning the full go-to-market lifecycle of a growing Sales Planning product.
You will shape how the product is positioned, sold, implemented, adopted, and expanded across enterprise customers.
The role combines strategic ownership with hands-on engagement, spanning pre-sales, implementation, customer success, and long-term expansion.
You will work directly with senior revenue and finance leaders while partnering closely with Product, Engineering, CX, and broader GTM teams.
A key focus will be validating product-market fit, identifying high-value use cases, and turning customer insights into scalable commercial strategies.
You will also coordinate cross-functional resources and eventually build a dedicated team as the product and market opportunity grow.
This opportunity is ideal for an experienced Sales Planning leader who can operate with autonomy, influence without formal authority, and make decisive progress in an evolving enterprise SaaS environment.

• 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.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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