Director, GTM Planning
Leads quota, capacity, and headcount planning across Block’s complex commercial sales organizations, translating growth targets into hiring and productivity plans. Requires 12+ years in sales or revenue operations, GTM strategy, or strategic finance, with advanced modeling and executive influence.
About the job
Responsibilities
- Build and lead quota, capacity, and headcount planning across Block’s commercial sales organizations.
- Establish the methodologies, systems, data, processes, governance, decision rights, and operating rhythms needed to run planning at scale.
- Own quota-setting for commissionable roles, incorporating market potential, pipeline, book size, productivity, ramp, attrition, role design, product mix, and route to market.
- Own commercial sales hiring models, including role mix, hiring timing, ramp assumptions, headcount requirements, and productive capacity.
- Run scenario planning covering overassignment, attainment distribution, capacity gaps, and investment tradeoffs; provide recommendations to executives.
- Advise Sales and Finance leaders on quotas, capacity, role mix, hiring, and investment decisions.
- Partner with Compensation Design to align quotas with incentive structures, seller behavior, attainment expectations, and compensation economics.
- Align Sales leadership, Finance, Strategy & Operations, and Recruiting on assumptions, decisions, and execution.
- Lead external partners through the initial planning capability build.
Requirements
- 12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy and Operations, Strategic Finance, or a related field.
- Experience leading quota, capacity, and headcount planning across a complex, multi-segment sales organization.
- Deep knowledge of quota methodologies, productivity and capacity modeling, ramp and attrition assumptions, overassignment strategies, and headcount planning.
- Experience supporting direct sales, channel/reseller, advertising or media sales, and account management across new business, expansion, and retention.
- Track record of building governed, scalable planning processes with clear data, decision rights, and controls.
- Advanced modeling skills and fluency with Salesforce, Snowflake, Pigment, or Looker.
- Strong executive communication and cross-functional influence.
Nice-to-haves
- Experience in payments, fintech, or a consumption-based business model.
- Experience establishing a net-new planning function or capability.
- Exposure to territory design, coverage planning, or market sizing methodologies.
Compensation and Benefits
- Annual salary range of $217,800–$326,800 USD.
- Benefits include remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning.
Skills
Sales Operations, Revenue Operations, Quota Planning, Capacity Planning, Headcount Planning, Salesforce, Snowflake, Pigment, Looker, Scenario Planning, Financial Modeling, Territory Design
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