Senior Director, GTM Sales Strategy and Planning
Pure Storage
full-time
Posted on:
Location: California • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
Tableau
About the role
- Lead the global sales planning function, including annual and mid-year planning cycles across regions, segments, and sales roles.
- Own and operationalize territory design, account assignments, and quota allocation models that support growth targets and maximize coverage and productivity.
- Partner with Sales Leadership and Finance to define capacity models, headcount planning, and productivity assumptions.
- Drive data-driven insights through sales performance analytics to support forecasting, pipeline health, and resource optimization.
- Collaborate closely with Sales Compensation, Revenue Operations, and GTM teams to ensure alignment between sales strategy, incentive design, and execution.
- Deliver executive-level reporting and recommendations to support strategic decisions on coverage, segmentation, and GTM motion.
- Champion scalable tools, systems, and processes that improve sales planning accuracy, agility and transparency.
- Lead and develop a high-performing team of planning analysts and managers.
Requirements
- 10+ years of experience in sales planning, sales operations, or strategic planning within a global B2B tech or enterprise software environment.
- 5+ years of leadership experience, with a proven ability to manage, mentor, and inspire cross-functional teams.
- Deep understanding of sales planning best practices, including territory/quota design, capacity modeling, and performance analysis.
- Strong analytical skills with expertise in Excel, Google Suite, CRM platforms (e.g., Salesforce), and BI tools (e.g. Tableau, Clari).
- Experience supporting global sales teams with complex solution portfolios and multi-tier sales motions (direct/indirect/inside).
- Excellent communication skills, with the ability to translate complex data into actionable business insights for senior leadership.
- Bachelor’s degree required; MBA or advanced degree is a plus.