Director, Go To Market Strategy – Planning

Ensono

Strategic operator leading GTM planning and analysis at Ensono. Collaborating with executives to define customer targets and drive sales strategy.

Posted 6/18/2026full-timeRemote • 🇺🇸 United StatesLead💰 $155,000 - $210,000 per yearWebsite

About the role

Key responsibilities & impact

Lead annual and quarterly GTM planning: market sizing, segment prioritization, and resource allocation
Own territory design and capacity modeling—balancing coverage, fairness, and revenue potential
Drive quota setting and compensation plan design in partnership with Finance and Sales Leadership
Build and maintain account stratification frameworks to focus sales energy on the highest-value opportunities
Define and refresh the Ideal Customer Profile (ICP) — including the scoring criteria, strategic rationale, and where and why we draw the line
Build CAC and ROI analysis frameworks to evaluate GTM investments across headcount, marketing spend, and channel mix
Deliver Board- and ELT-ready strategic analysis — not just data, but a point of view and a clear recommendation
Partner with BI/Analytics to mine Salesforce and other data assets to surface actionable insights
Collaborate with Sales, Finance, Marketing, and Product to align on GTM decisions and drive them forward
Translate business strategy into operational models that Sales Ops can execute
Challenge assumptions, pressure-test forecasts, and flag risks early
Lead and develop a small team
Build repeatable frameworks and templates that scale beyond yourself
Be ready to roll up your sleeves — this is a builder role from day one

Requirements

What you’ll need

7–10+ years of experience, including 3+ years in management consulting (e.g., McKinsey, Bain, BCG, Deloitte S&O, Accenture Strategy, or equivalent)
Demonstrated builder orientation — you've created GTM frameworks from the ground up: ICP design, territory and capacity modeling, quota and comp planning, or CAC/ROI analysis
Advanced Excel/Google Sheets and PowerPoint/Slides skills — you've built board-level deliverables
Financial modeling skills across capacity plans, ROI models, and scenario analysis
Strong executive presence — you've presented to and held your own at the board and ELT level
Strong data acumen — you can independently identify the right questions, partner with BI/Analytics to pull what you need, and translate the output into insight.

Benefits

Comp & perks

Unlimited Paid Days Off
Three health plan options
401k with company match
Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, and flexible spending accounts
Family Forming Benefit including fertility coverage and adoption/surrogacy reimbursement
Paid childbearing and paternal leave
Education Reimbursement, Student Loan Assistance or 529 College Funding
Sabbatical leave
Wellness program
Flexible work schedule

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Hard Skills & Tools

GTM planningmarket sizingsegment prioritizationresource allocationterritory designcapacity modelingquota settingcompensation plan designCAC analysisROI analysis

Soft Skills

leadershipstrategic analysiscollaborationexecutive presencedata acumenbuilder orientationcommunicationproblem-solvingcritical thinkingteam development