Head of GTM, Sales Planning

About the Role
This role owns the numbers half of marketing, including demand, ops, field, and BDR, while a separate Head of Corporate Marketing owns brand, product marketing, and narrative. We're deliberately splitting what used to be one CMO seat into two focused leadership roles, each hired for depth rather than breadth.
This is a full-ownership role — you’ll define how these products are sold, implemented, and grown, and you’ll work directly with enterprise customers from the earliest stages of evaluation through long-term success. You’ll report to the Co-CEO and partner closely with Product, Engineering, CX, and GTM.
This role is balanced equally between pre-sales and post-sales. You’re not just winning deals — you’re owning the full customer lifecycle from close through expansion.
Responsibilities
- Own the full GTM lifecycle for Sales Planning — from market positioning through customer go-live and expansion. Catalyst will also fall under this role as a smaller, secondary objective.
- Define go-to-market strategy, including positioning, packaging, and the use cases that deliver the most value for revenue and finance leaders.
- Develop and operationalize the sales and implementation motion, and bring Product, CX, and GTM along on the strategy.
- Evaluate the effectiveness of our current Sales Planning GTM motion and be open to evolving the approach — including testing dedicated or overlay selling models — based on market feedback and customer outcomes.
- Partner with EPD leadership to influence product decisions that impact GTM success — use case prioritization, positioning, and implementation requirements — while respecting that EPD owns final decisions on product development and platform architecture.
- Work closely with Product to translate market feedback into a roadmap that builds toward durable, scalable revenue.
- Drive product-market fit validation across the highest-signal use cases by engaging directly with customers and analyzing customer data.
- Form and test hypotheses on how to accelerate awareness, conversion, and adoption across the full funnel from lead to renewal.
- Serve as the escalation point for customer issues — not to manage every escalation directly, but to identify thematic patterns and drive systematic process fixes.
- Partner with cross-functional leaders across Product, Engineering, CX, and GTM to align on strategy, build the enablement needed to sell and support both products at scale, and hold the organization accountable to execution.
- Surface customer and market insights to leadership to inform product direction, company strategy, and where we invest next.
- Today, Sales Planning GTM resources are allocated across implementation, CX, and GTM functions — you’ll coordinate their work through dotted-line relationships. As the product scales, you’ll build a dedicated team reporting to you.

Requirements
- 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS.
- Deep expertise in Sales Planning — territory design, quota methodology, capacity modeling. Ideally, you’ve worked at a Sales Planning vendor (Anaplan, Varicent, Xactly) or services firm implementing SPM, or you’ve led a Sales Planning rollout in-house at an enterprise company. A combination of domain expertise and go-live experience is ideal.
- Demonstrated experience building or scaling an enterprise SaaS product’s go-to-market and implementation motion.
- Strong presence with enterprise buyers — comfortable owning the commercial and technical conversation with senior revenue and finance leaders.
- Proven ability to drive alignment across Product, Engineering, CX, and GTM teams without relying on positional authority.
- Comfortable operating in a product that is still finding its footing in enterprise — able to make scope calls, set expectations, and move forward without perfect information.
- Familiarity with incentive compensation management and how it connects to sales planning is a